Lead Nurture Is Fundamental
An MSP company has a longer than usual sales cycle. The amount of money on the table between the customer and the MSP is very high. Good service isn’t cheap. Though if you’re doing your job as an MSP, you’re going to bring legitimate value to those you serve. You should show them how.
It’s worthwhile to calibrate the totality of MSP operations such that they act as a single unit. This helps you nurture leads most effectively. Both marketing and sales will play a big part in this nurturing. If they’re not able to communicate, sales will fall through the cracks. Here are some key considerations that recommend establishing this operational alignment:
Cohesive Operations Put Prospects on a More Efficient Road to Conversion
An MSP company that has marketing and sales regularly communicating can combine CRM. Customer relationship management software represents a very important means by which sales-funneling can be maximized. You don’t want to message prospects too much or too little. This messaging should be at the proper time.
Marketing is courtship, sales is the proposal stage. You don’t just initiate a full “pitch” the first time you meet a lead you like. That will scare off the lead. You’ve got to romance that lead a bit, showing how your MSP will take care of them, provide for them, and protect them in terms of technology. Then you propose your pitch. Cohesive marketing and sales facilitates this process.
Increased Successful Alignment Produces More Lead Conversion
The more aligned you are, the more likely you’ll be to convert leads. Marketing can be sure they send only those leads most likely to convert toward sales. Sales can assure all the promotions and options available match the promises of marketing. Customers experience less static and can rest secure in the tech options they’re signing up for with your MSP.
Without Operational Alignment, Money Is Left on the Table
When someone contacts your MSP, or is contacted by your MSP, and gets different stories from marketing and sales, they’re not going to convert. It’s like if during the courtship phase you said you lived in a flying mansion, then brought her to a grounded blimp and said you were speaking metaphorically. She’d have to be a dunce to stick around. Similarly, if you promise the moon in marketing and deliver less than that in sales, leads are lost. Clear communications between these departments convert those who’d be lost otherwise.
Aligned Departments Secure Conversions
MSP company outreach that aligns sales and marketing teams makes it easier for you to lead new customers into conversion. You’re likely to see more lead conversion, and you’ll stop leaving money on the table through lost sales rooted in poor communications between departments.