Your MSP company needs to hone outreach. You don’t want to have some sort of automated marketing machine gun that you spray across a broad variety of potential leads. You want to hone the sights of your marketing cannon, take aim, measure the angles, and fire a massive conversion the size of a bowling ball through the battlements of loss, converting them to a profitable territory.
In short, this mode of approach is called “targeted marketing.” You identify characteristics and tactics which match one another and pursue them in a way which takes all account of available metrics pertaining to successful outreach methods. Following are a few tactics to employ for more successful targeting:
Segmentation of Leads and Clients
An MSP company needs to divvy up who it markets to, and how. When you get prospective leads, they need to be funneled using CRM (customer relationship management) software. When you convert clientele, they need to be categorized as well. Sometimes, there are common opportunities for an upgrade on a schedule pertaining to converted clients. When you segment, you can determine who is more or less likely to buy and how to best reach them.
Micro-Segmentation of the Customer’s Journey
A customer is going to have a “journey.” They’ll be aware of your business, explore what you have to offer, convert, upgrade, plateau, and dissolve their relationship with you. You need to manage clientele throughout each stage of this journey, designing targeted strategies optimally composed for greatest conversion potential at each level.
Time-Sensitive Promotions Pertaining to Core Client Needs
Time-sensitive promotions can do a lot of good for your business. This adds passive pressure at the discretion of prospective clientele, or existing clients you’re trying to prod toward an upgrade. Don’t be over-the-top or obsequious but do be strategic— perhaps consulting with SEO groups who regularly help MSPs find their balance in these areas.
Hitting Your Targets
An MSP company will have more accurate outreach and conversion with segmentation, micro-segmentation, and time-sensitive promotions. These are a few of many considerable tactics worth exploring as a means of increasing the accuracy of your outreach.