Marketing and Lead Generation
All sales teams require leads to work and it is the job of your marketing team to deliver those contacts. Managed services marketing needs the sales funnel because you or a part of your workforce wears both marketing and sales hats. The sales people get burdened if they do not get enough leads to follow up while the marketing team feels less valued if the sales people do not follow the leads they have generated. By aligning both efforts, your business will be able to close more leads and decide what works and what does not when nurturing the leads you give to sales.
How Sales Assists Marketing
When you get questions from conversations with prospects, you can utilize the information by feeding it to marketing. Marketing can use the pain points to create website content or use the feedback to develop sales talk tracks to be used by sales representatives.
How Marketing Assists Sales
Your managed services marketing team can draw in leads by gathering information from sales to create content which the audience needs. One way that you can utilize content is through targeting your web content with keywords that your audience mostly searches for.
Discovering the Needs of Your Prospect
After marketing has given you the leads, you need to research each lead and establish a sales strategy. You may ask the prospect the managed services they are using at the moment and have used in the past. This information will give you a clear background on your leads. Get an understanding of their IT environment by asking what IT frustrations they face and what keeps them from achieving the IT desired goals. Understand their organization’s structure so that you know what hurdles you will jump before landing the deal.
Introduce Your Presentation
By now, you have had several conversations with the prospect and a connection has been established. They are ready to learn more about the managed services that you are offering and you have qualified them as you have the IT services they need. When presenting your solutions, make sure you communicate the benefits of each service to the prospects.
Proposal and Addressing Prospects Objections
Before introducing your proposal, it is important to estimate how much your prospect is willing to spend. If after discussing your prices they seem interested, it is the right time to make your proposal. When a prospect raises concerns, it is usually a good sign as it means they are considering your proposal. When a concern is raised, it is imperative that you deal with it in a professional way. The most effective way is to listen to the objection clearly before offering a solution. The second step is to verbalize the concerns by saying it back. This will assure the prospect that you have understood their objections. Make sure that you explore the reasoning behind the objection by asking questions. Finally, you can offer your solution and then get back to the prospect to ascertain you have answered the objection fully.
The key in this stage is to make sure that the proposal is not left unanswered for too long. You can use the phone or email to follow up on the proposal. You can ask whether the prospect received the proposal and if there is any additional information they may need. If there are issues that need to be resolved then handle them quickly and professionally before closing.
After getting the deal, it is time to continue building the relationship. Make sure that you are your client’s most trusted advisor and routinely check your service level agreements. You should also ensure that you hold routine business reviews.
Ask for Referrals
Wind up the sale gradually and make sure you ask the prospect if they know someone who may require your services.
An effective sales procedure and managed services marketing deliver the outline for constant development and progress. Although carrying out the steps of the sales procedure will not guarantee success, it will allow for more reliable results and the capacity to estimate growth and scalability
About our Contributor
Jennifer Holmes is President of MIS Solutions and a Georgia native who, after graduating from Georgia Tech, became an accomplished research virologist at the Centers for Disease Control and Prevention in Atlanta. In 2000, Jennifer hung up her lab coat to join husband Lliam at MIS Solutions as President.
In the past 16 years, she has led the MIS Solutions team to become the leaders in Metro Atlanta IT Support. MIS Solutions, Inc. is on a mission to provide managed IT services to Atlanta businesses to help them grow and support their businesses. MIS Solutions provides a wide range of IT services to Atlanta-based businesses and, combined with Jennifer’s passion for sharing effective business strategies with her clients, they are able to deliver the best IT support solutions for each client’s unique environment in Atlanta.
In 2013, Jennifer’s leadership and marketing skills won her the title of Spokesperson for the nationally acclaimed Technology Marketing Toolkit, an industry group of over 550 top U.S. She is a graduate of the Leadership Gwinnett program and has acted on the boards of the National Association of Women Business Owners’ Atlanta chapter, Gwinnett Great Days of Service, the Buford/North Gwinnett Rotary Club and the Gwinnett Chamber’s Technology Board.