Sales should be viewed as a gradual process rather than something that occurs at a single point in time. Every prospect should be molded with the ultimate goal of continued sales in the years ahead. If approached with care, it is possible to implement MSP sales to each aspect of the customer journey. From the point at which people get to know your service to social media exposure, visiting your website and interacting with your staff, there are all sorts of stops along the customer journey. Here’s a look at how your sales team can improve the chances of a sale at each stage along this journey:
The Introductory Phase
When a prospect first encounters a brand, there is opportunity yet also considerable responsibility. The customer does not know anything about the business, so this is a fantastic chance to communicate what you do, who you are and why your group is better than the rest. A marketing campaign at this point should zero in on selling how your services are superior to those of your competitors. If you are able to establish an immediate rapport with prospects, it will be that much easier to emerge from the pack.
If you can show prospects that your business really cares about them, they will be inclined to pay for your services. Your MSP sales team is essential for building this rapport as early as possible. Certain prospects react better to paid ads on social media, while others respond better to email campaigns. Your sales team should help funnel prospects that require a little bit more attention to convert into paying customers.
The Point of Purchase
The purchase is the end goal for your sales team. This is the official connection between the brand and the customer. Your team must embrace the opportunity to interact with these new customers and maintain their loyalty across posterity. It is imperative your sales team stays in touch with customers so they understand they are not forgotten. Rather, an ongoing dialogue will reinforce the fact that your business truly cares and appreciates the customer’s business. Your sales team should go to great lengths to make the customer’s experience as rewarding as possible so they are that much more inclined to come back for more.
Keep an Eye on the Future
Try to implement sales to each portion of the customer’s journey. Strive for loyal customers, and your MSP sales will grow as time progresses. Ideally, your sales team’s hard work will build a powerful referral engine that leads to even more sales across posterity. Stress the importance of your team collecting referrals, engaging in positive interactions with customers and nurturing relationships to ultimately inspire recommendations. Always remember that this is a relationship-oriented business. Your current and former customers have the potential to grow your business by referral for years to come.