It is legend that IBM used to literally take every one in their computer consulting firm to marketing meetings. Of course in the beginning this IT firm was not that large; but they wanted to put on an impression of being a much larger technology firm.
So how many people should you take on your sales calls to managed services prospects?
Let’s answer that question by looking at two different firms that recently started telemarketing campaigns with us. The first msp marketing firm only sends one salesperson to their appointments. The other managed services provider sends two sales people on most of their calls.
If you guessed that the msp firm that sends out two people on their technology telemarketing appointments has made more sales from the same number of appointments run, then you guessed right.
Not only does it make your computer consultant company look bigger; but it makes the customer feel more important. It also makes it appear that you care more about their company than other opportunities.
The Devil is in the details when it comes to marketing your managed services offering. You also have to be ready to take full advantage of telemarketing appointments.
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT sales