The market for managed service providers is crowded, and there’s competition everywhere. That’s why a solid sales and marketing strategy is an integral part of an IT services business. After all, getting the attention of prospects and converting them into new customers is the key to maintaining and growing a successful business.
Even though you might want to focus on your MSP sales and marketing efforts, you probably aren’t sure where to begin. Or maybe you’re frustrated with the results of your current efforts, or you’re just stuck in a rut.
It can be difficult to build momentum around sales and marketing as customer support issues come up and because you’re busy, well, actually managing your customers’ IT environments. But it will be worth the effort. Once you’ve developed a sales and marketing strategy, it can be as easy as combining a few simple initiatives to help spark significant growth.
Here are four concrete ways you can begin ramping up your sales and marketing efforts:
1. Improve SEO rankings with video marketing
In today’s digital age, IT service providers need to have more than just a compelling website. They also need to make sure that prospects can actually find it. This is why Search Engine Optimization (SEO) is an important part of any marketing strategy.
Ranking higher on Google might seem like an unattainable goal, but if you use video marketing, your ranking can improve quickly. MSP marketing expert Stuart Crawford says that video marketing can be the missing ingredient for MSPs. You might be overwhelmed at the thought of producing and editing your own video, but Stuart will share the three easy steps to mastering the art of video marketing in his upcoming webinar.
2. Plan ahead for your business
If you haven’t developed (and written down) your 2015 business plan, you should. Having the right business plan in place will keep your employees focused and help increase your sales in the coming year. In his recent webinar, Gary Pica proved that the process works by sharing how he built his MSP sales organization to over $500,000 monthly recurring revenue! Using Gary’s three simple methods and our one-page business template, you will be well on your way to running a thriving IT services business.
3. Generate leads with cold calling
One of the most effective ways to sell your services offering is through cold calling. Yes, we’re talking about actually picking up the phone and dialing the number of a small business. Cold calling, when done correctly, is a key that unlocks the door to new prospects.
Some people think this old school tactic is unproductive, but we believe it’s a proven method of generating new business. With fewer callers on the line now, cold calling is more effective than ever, too. In her upcoming webinar, Carrie Simpson, founder and CEO of Managed Sales Pros, will teach MSPs how to start cold calling and avoid common mistakes.
4. Communicate key selling points
Once you have the prospect hooked, you need to engage with them in a way that gets them ready to sign on the dotted line. To help close the deal, remember to establish trust with the prospect, listen and ask questions, identify their pain points, and stress the value in your services. Do your research and be prepared to talk about how you stand out from the competition.
In our upcoming webinar, we will guide Intronis partners through Intronis Essentials and the sales and marketing materials available to them there. We will also offer tips on how to communicate key selling points and differentiators, suggestions for handling sales objections, ideas for pricing, and a sampling of the educational resources available to partners.