Your MSP company will be better suited toward initiating effective conversions if it understands why prospects delay returning correspondence. When you know reasons they may leave off from the start, it can help you more effectively convert on initial contact. Additionally, it can help you more successfully convert long-term prospects.
Sometimes, delay in a conversion is a result of something beyond client control. Following are common reasons a strong prospect may refrain from calling you back:
- They haven’t got a yes or a no
- Something unexpected has halted acquisitions
- They were only conducting research from the start
They Haven’t Got a Yes or a No
Your MSP company may not be in a position of prospect rejection. It could be that they don’t know whether or not you’re worth working with yet. It’s essential to always keep your word, and be especially accommodating. Part of that may require getting in contact with unresponsive prospects in multiple ways, multiple times. You don’t know what you don’t know–what makes sense is contacting prospects at strategic intervals at least five separate times, in five separate ways.
Something Unexpected Has Halted Acquisitions
Certainly, you don’t want to contact prospects if they have specifically requested you leave them be or if they’re in the middle of some catastrophe. If you can monitor social media or other information outlets, it can help you determine when the right time is to get back in touch with them or whether you should make an attempt. Sometimes, they’re not following up with you because they physically can’t.
They Were Only Conducting Research from the Start
Last but not least, you’ll have prospects who were only gathering intelligence for a projection, presentation, or something else. This can be determined with a few outreach attempts.
Your MSP company needs to have a follow-up strategy. If you understand why prospects delay contacting you as it’s possible, you can better approach and communicate with them. Regarding outreach, this is the kind of strategy worth pursuing.