When should a computer services firm stop marketing to a lead that was generated thought telemarketing. At a recent MSPU boot camp Gary Beechum said that you never stop marketing to those opportunities. We at MSP Telemarketing agree 100% with that sentiment.
Really there is no expiration date on your managed services leads. Once you’ve made contact with them you shouldn’t stop marketing to them until they sign up as a client.
The number one problem that computer consultants face when marketing is following up on their sales opportunities. Many times we have found that even prospects that wanted proposal hadn’t heard back for the technology salesman that visited them on the first telemarketing appointment.
Through our followup we have even seen clients sign up a full year after their first appointment with the computer consultant. The key is to plant the seed of doubt that what you have might actually be a much better offer then what they currently have in place for computers services. The second obstacle is over coming their fear of the unknown – that’s you.
So after you make the first appointment, then follow up and get the second appointment and third appointment. Get their email address and send new information and special offers. If your managed services offering changes make sure to call the prospect back and let them know and see if you can follow up to go over your updated proposal in person. Over time your offer should open their eyes to the weakness of the break fix model and as they become more familiar with you, the fear of switching becomes minimized.
Therefore getting in the door in the first place become the key factor in landing new managed services sales. Computers services marketing should prominently feature an outbound IT telemarketing campaign to get your foot in the door and start your relentless marketing.
By all means continue IT lead generation but not forget to keep the follow up on the older leads going full speed!
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and VARs to help them get more IT leads that turn into IT sales!