Don’t Reinvent the Wheel
MSP marketing must build on the successes of peers and/or competition. See what has been done successfully in the past and apply that information to your operation. Consider these strategies:
- Internalization of company vision/mission
- Have company values, follow them
- Provide teams with the ability to experience small victories daily
- Track wins weekly, share them
- Publicly recognize teams, reward them
- Have team-building exercises off-site
- Design contests between teams
- Don’t give lip service to employee value: value them; show it
- Properly prioritize operations
- Don’t avoid experimentation
Internalization of Company Vision/Mission
The vision of your company needs to be internalized so that even on a subconscious level, you find yourself following it. The best way to do this is to make that which is already core to you in terms of vision and mission reflected in the company. When you lead through such an example, that trickles down to employees for a more cohesive operation.
Have Company Values, Follow Them
MSP marketing built around a company vision and mission naturally develops a coterie of values. Apply those values, develop them and augment them as necessary, but above all: follow them. Ensure employees are following those values as well and do your best to appraise them of said values from the very beginning.
Provide Teams with the Ability to Experience Small Victories Daily
Don’t just let your team tread water in the land of sales cycles. They need victory, or they’ll get demoralized continuously over time. You need to establish goals that can be finished daily regardless of sales. Some goals could involve designing new marketing plans or researching the competition in a studied way, like a student researches for a class. When the research is done, the employee acquires benefits. Of course, don’t let tangential victories take over operations, but ensure that some are available for when sales are slow.
Track Wins Weekly; Share Them
Whenever an employee in marketing acquires a lead or manages to give a good lead to a sale, track that win, and put it somewhere that everyone can see at the end of the week. Do that for the whole floor. Those who are doing well will be sought out by others for advice, those who aren’t can be more easily identified and everybody gets to feel satisfied after making a successful conversion.
Publicly Recognize Teams, Reward Them
This dovetails from the last point but is considerable: when you’ve got teams working together in sales and/or marketing, you want to recognize them publicly to the rest of your organization. This can help take the onus off individuals who are under-performing and those that are outstanding. Additionally, it can foster healthy rivalry.
Have Team-Building Exercises Off-Site
Tug of War— you know the game. It’s a team-building exercise. When you’ve got a few brews and your sales squad in a public park during summer, this can be a great team-building exercise that’s fun as well. Mock sales can work, too. Find ways to build teams that don’t include regular office work.
Design a Contest Between Teams
During regular working hours, have contests between your sales and marketing teams. This adds peer-sourced motivation in a subtle, continuous way.
Value Employees and Show It
Your employees are investments and losing them will cost you tens of thousands of dollars at minimum every time. They are a valued asset to your company, so show them that.
Properly Prioritize Operations
What is more important: leads or sales? Sales are important, but sales can’t exist without leads, so you need to prioritize accordingly in terms of internal infrastructure— apply that kind of logic throughout your organization.
Don’t Avoid Experimentation
Try things out. You want to use what’s made available to you in terms of knowledge, but sometimes, you’ll find a great solution by playing around with things. This is how the McDonald brothers discovered their assembly-line food prep system that Ray Kroc appropriated into the worldwide juggernaut we know as McDonald’s.
MSP marketing that includes these principles is likely to see expanded profits and happier staff. Find out which methods work for you and facilitate a more optimized working environment for your MSP.