Your MSP marketing plan should include lead management strategy that’s informed by the latest technology. Consultation with SEO groups serving MSPs can be worthwhile.
Lead Maximization Techniques
What you’re likely to find is that much focus is put on lead acquisition and conversion. As with anything, there are best practices associated with such outreach. Following, we’ll briefly explore several of them.
- Score Leads Using Idiosyncratic Metrics Unique to Your Market
- Implement CRM Successfully Across Multiple Lead Categories
- Efficiently Organize and Optimize Sales Pitches
Score Leads Using Idiosyncratic Metrics Unique to Your Market
First, not all leads are created equal. Some are a waste of your time. Determine who your target market is locally and what level of market share you’re likely to achieve.
Next, determine who in your demographic represents the most likely candidate for making a sales pitch. Some people will give you their contact information, but these people can’t make a final sales decision. Still, they’re not worth ignoring entirely–they might be able to bend the person with buying power toward what you’re offering.
You’ll want to score the person who can buy from you and the person who can convince a buyer differently. You’ll want to approach them differently, too. Additionally, the way you calibrate these things should be calibrated to the market you’re trying to reach. Unique metrics help you do all these things with greater accuracy.
Implement CRM Successfully Across Multiple Lead Categories
In your MSP marketing, you can truly benefit from Customer Relationship Management (CRM) software. The thing is, you can’t just buy it and leave it static. It’s integral that you segment CRM just as you score leads. You’ll want to use CRM to send automated messages, categorize leads, prioritize some, sideline others, and whatever fits your particular operation the best.
Email outreach can be successfully automated using CRM, and you can assign varying messages to varying areas of the sales journey your potential customers travel.
In such a way, once you get a lead in your system, you can get them started on a trek that has a high statistical likelihood of resulting in conversion–at the very least, you’ll be able to look at a batch of leads and know how many of those you can dependably expect to convert. Proper CRM use can help you continuously expand those numbers.
Efficiently Organize and Optimize Sales Pitches
Different sales pitches will be more or less appropriate to different leads. Marketing and sales need to consolidate the outreach and conversion tactics they’re using to make pitches most successful. Get particular pitches associated to particular leads throughout CRM software, and keep all of them handy for when things need to make a transition on the fly.
Better Lead Maximization
Your MSP marketing team should continuously produce actionable leads, but additionally, there should be some thought devoted toward best lead management. Optimize and organize pitches to fit leads, segment CRM appropriately, and score leads uniquely. Such tips will generally be a big help in maximizing lead conversion rates.