Your MSP business is likely going to require cold-calling at some point. If you want to be the most successful here, you’re going to need to be prepared. Selling is an uphill climb, doing it via routes of cold-calling is like climbing uphill wearing weights on your ankles. But if you do reach the summit, you’ll find your selling legs are stronger than they’ve ever been. Still, if you can make the climb easier, you’re going to have a better time of it. Accordingly, following are several techniques which can help you in this regard:
- Have a goal in mind
- Ensure you can solve their issues
- Don’t be shameful about follow-ups
- Pre-qualify cold-call leads as possible
- Cut off fat from your sales pitch
Have a Goal in Mind
Your MSP business shouldn’t be randomly sending out selling pitches that aren’t previously configured. You need to have an end-game in mind. When you call, you should have a specific service (or services) that you’re selling in mind. If you’re goal-oriented, then you can keep that goal forefront in your mind even as prospects throw varying “curve balls” at you in terms of argumentation.
Ensure You Can Solve Their Issues
If you can’t fix the problems of potential clients you’ve contacted via cold-call, you’re wasting their time and your time. You need to ask probing questions which help you to determine whether or not your products and services are requisite to the needs of a prospect you’ve dialed on the phone.
Don’t Be Shameful About Follow-Ups
You want to follow up with prospects regularly. No prospect should be given up on–unless they expressly forbid further contact–unless you’ve gotten in touch with them at least five times. Don’t just contact them on the phone or via email, mail them adverts, email them, call them, text them, find them at conferences–be diverse and creative.
Pre-Qualify Cold-Call Leads as Possible
Save yourself time and aggravation by ensuring those who you call may be likely to purchase your products or services if such a thing is ideal. Don’t just pick a name in the phonebook and call the number associated with it. Rather, reap your leads from conventions, from online adverts, from “access” protocols. If a prospect visits your site, make viewing certain information require the entry of a valid email address. Find creative ways to pre-qualify leads, and you’re more likely to make conversions that work for your business.
Cut Off Fat from Your Sales Pitch
You need to continuously refine your sales pitch with each call. As you dial up prospects, certain things that don’t work will become evident. Cut those things out, and you’ll be able to get to the point of conversion more quickly. That said, take time to understand client issues before you pitch. If you just call up and start pressuring the person who answers the phone for a sale, you’re likely to put them off.
Better Success in Cold Calls
An MSP business with honed sales pitches, pre-qualified leads, regular follow-ups, issue solvency, and a definite goal behind cold-calls is likely to initiate more conversions. Take a look at your current marketing strategy and optimize where it’s possible to.