It is vital to understand MSP marketing tips that can give you a clear advantage over the competition as the IT world is filled with prospective clients. Generating leads is an essential step in gaining new clients, and the ability to create successful appointments can mean the difference between long-term success or failure. Once the potential client is on the phone, the next step is setting up an appointment to discuss their need for IT services. Of course, it is always important to introduce yourself during the initial phone call and ask the right questions that will lead to a meeting. Once this is accomplished, it is important to do the necessary research to learn more about the potential client. For example, what is the size of the company? How many employees work there? Once that is done, the next step is the sales meeting, and here are a few tips to ensure that it will lead to success:
Set Up a Time
The first step in any appointment is to set a specific time for the meeting. Working around their schedule will decrease the chance that they will cancel the meeting at the last second. You can also suggest meeting at a restaurant or even at your own office for convenience. It is also a good idea to avoid setting the meeting up at a common time. For example, instead of it being at 2:00 PM, set up the meeting for 2:15 PM. It will be easier to remember since it’s not on a usual schedule. While this may seem insignificant, it can help prevent missed appointments that result in wasted time and resources.
During the initial meeting, it is critical to sell yourself, which means you can discuss how long you have worked with the company and if you have any specialties in the IT field. For example, you may be a leading expert in ransomware attacks, so you can discuss how many attacks you have prevented within the past year. You can also provide a list of satisfied clients that are currently using your IT services. Another good tip is to offer any special deals that can increase the chances of them deciding to partner with your company.
Focus On Their Needs
An important MSP marketing technique is to always focus on the needs of each client. Avoid using general sales tactics, they can be ineffective and make it appear that you did not conduct any research before the meeting. Each client is different, so it is crucial to listen to their needs and provide solutions to each one of their problems. For example, if they are dealing with storage space issues, you can tell them how the use of cloud services will allow them to store all of their data on a cloud that is protected through encryption. Providing these solutions will enable the client to understand that you represent an IT company that is a leader in the tech industry.
Always Follow Up
Finally, it is essential to always follow up with a client, even if the meeting did not go well. Typically, it is fine to send an email the next week for discussing any topics of interest and thanking them for taking the time to meet with you. These emails should be short and to the point, since they ultimately serve as a reminder that you appreciated meeting with them and hope to see them again soon.
Understanding these MSP marketing techniques will help you distinguish yourself from other IT providers. Being able to create a meeting with potential clients is just another step in creating a long-term relationship. Remember, each client is different, so it is essential to create a meeting that is centered around their needs. Always being able to follow up will reassure the client that you care about their business and that you hope to be their future IT services provider. Begin using these tips today and experience the immense benefits of creating impactful meetings that can lead to long-term clients.