Many computer business owners and technical sales people are looking for IT sales that just fall into their laps. In other words they want leads with businesses that have immediate needs and are willing to talk about their pain. However, when they try to increase their leads with a telemarketing campaign they find that most of the contacts they meet with are people that are willing to listen to their marketing presentation; but don’t have an immediate need. Many times the sales people just drop the ball on these technology sales leads and they just fall through the cracks! What might these guys be missing in their IT services marketing techniques that could help get more out of their campaigns?
If you meet with someone before they had a need, but you brought to their attention a service or value that they weren’t expecting, then perhaps making sure you keep in contact with this prospect might be a good idea?
There Are Three Important Things To Remember In Sales; Follow Up, Follow Up, Follow Up!
Basically the process we are discussing when your using IT lead generation services is much like planting a seed. If you plant a seed and then walk away and forget about it then it want have much chance of success. Instead you need to water that seed and make sure it has the right nutrients and enough sun etc… This is the same thing with outbound telemarketing, you have to nurture your prospects. What exactly does that mean in real terms, well we certainly are not talking about blowing up your contacts phone and voice mail. That is a tactic that will destroy any managed services opportunity cold in it’s tracks. In fact I have seen many computer consultants make this fatal mistake and then they are baffled as to what happened to the sale they were counting in their minds.
What we are really advocating is Bulldog followup when you never ever let go of a prospect or fall out of contact with them. This means that you try to reach out to them either once a month or every quarter depending on their interest level. When you have identified the prospect you’re going to reach out you also don’t want to call once or twice and leave a voice mail if you don’t get them right away. Remember these business people are just as busy as you and it might take a little persistence to stay in touch. This means spacing out your calls and mixing in some randomness like every once in a while call and then call right back in 5 minutes. This might entail calling about 5 times a week without leaving any voice mails. Make sure there are at least two days where you didn’t try to call them at all then skip every other week until you finally reach them.
This is exactly what we are talking about when you bite down on a prospect and never let go until you either convert it into a sale are they tell you to stop calling back. This is the exact follow up that is included in MSP Telemarketing’s services and is crucial to make sure you don’t have any it services marketing opportunity fall through the cracks.
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 leads that turn into IT sales.