Planning is the easiest part of any business. Executing a sales meeting takes work. You pour over plans, organize data, and perfect your pitch. You have to sell yourself and your product as effectively as possible. Give your prospects every reason to trust you. Prompt follow-ups contribute to that trust. Still, potential customers may have reservations about outsourcing their IT support. When MSP marketing to these future clients, remember the importance of following up.
Follow-Ups and Rapport
Your prospective client paid attention at the sales meeting so they already know the quality products you provide. A follow-up is your chance to further prove why your MSP outpaces the competition. You exemplify the level of customer service they can expect. Reaching out strengthens the connection you built. By following up, you demonstrate your willingness to meet the customer’s needs. This helps you build rapport. Developing that relationship also leads to potential MSP marketing through industry word of mouth.
Regardless of how well a meeting with a prospect goes, following up matters. They may have agreed with you on every point, but they formulate questions and concerns as soon as the meeting ends. After a meeting, even the most enthusiastic potential clients opt for a realistic view of your pitch. Proactive communication counteracts any negative ideas they might form. A follow-up serves as the perfect opportunity to address any customer concerns, as well. Work with your prospect to remove issues before they arise. Encourage them to ask questions. This helps you match them with the IT solutions they need. It also helps the client better understand their available options for their future business.
Effective Ways to Follow Up
What do you do during a follow-up? What questions do you ask? How can you best improve your relationship with your client? Your approach can vary in a number of ways depending on how you want to drive a discussion.
Providing additional information immediately after a meeting keeps the conversation fresh. Make note of any questions or concerns the customer mentioned. Address them in tailor-made materials such as an FAQ and email them. Include other information such as a contract for the sale or resources for other parts of your business. Always give your client access to relevant sales materials. Let them review each step of the sales process so they feel comfortable choosing your company.
It is important to maintain your client’s level of enthusiasm after the meeting is over. Doing so can lead to new business and a solid professional relationship. When in the middle of your meeting, take care to note points that excited your client the most. Take advantage of these in a follow-up email or call. Pay attention to body language. Use trigger words that got a response during the meeting when crafting follow-up materials. Do everything in your power to keep the excitement going. Failing to do this may mean the difference between a sale or losing business to a competitor.
Remember the points to which you agreed, as well. These serve as additional selling points for the client. They also help build rapport with your company. Shopping around feels less necessary since you and the client share a vision. If you agree on certain products or features, the prospect views you as a partner in the decision making process. Don’t ever position yourself as an obstacle to overcome.
Beginning the task of MSP marketing never comes easy. Your potential clients have many options to consider. That does not mean you don’t have ample resources at your disposal. When seeking to become a partner to your customer, remember the importance of following up. This simple gesture may tip the balance in your favor, allowing you to build a long-lasting professional relationship.