Undoubtedly, the information technology market has been going through great strides in recent years. So, if you are a managed service provider, you had to adapt to the new reality and stay on top of trends that became real sooner than expected. Therefore, uniting IT sales and marketing strategies has become essential for MSPs who want to attract and retain their customers.
To help you not fall behind and grow in the industry, we have separated 4 valuable steps of a commercial funnel, for you to improve your methods and reach the companies you want.
Read on and find out what they are!
What is IT marketing and how does it benefit the MSP?
It’s no secret that digital marketing has been transforming the lives of many businesses in recent years.
After all, with the right strategies, different companies can achieve incredible results that would not be achieved with traditional methods.
Therefore, the act of integrating IT sales and marketing helps MSPs achieve benefits such as:
Proximity to the public of interest
For starters, by using marketing techniques in your day-to-day as a managed service provider, you get to know your customer better.
That way, you know what to do to get their attention and offer the work you do.
In other words, with IT marketing you develop a communication strategy suited to the profile of your audience, considering their pains and needs.
Thus, he speaks the language of the companies he wants to serve and increases the chances of closing a good deal.
Measurement of results
Digital marketing allows you to perform important actions that can be measured, such as paid publications, for example.
In this way, you can understand who is being impacted by the content you produce and how best to help them.
Economy
IT marketing can help the MSP to reduce the time and effort of working to acquire new customers. In addition, as campaigns are increasingly accurate, it is common for investments to decrease over time, which allows for a reduction in expenses for you.
Trading funnel: 4 actions that will make you sell more
The time has come to understand how a sales and marketing funnel can increase your chances of winning more customers.
In fact, the funnel helps you understand your customer, map their journey and prepare them to buy your product or service.
1 – IT Marketing
As mentioned above, IT marketing is very important and must go hand in hand with the sales sector.
Therefore, at this stage, produce quality content, informing your potential customer and nurturing their knowledge.
In this way, you demonstrate that you are an authority in the service you offer and provide more security for those who access your materials.
So, in this case, it is worth writing articles about the managed IT services sector, developing interesting publications for social networks, broadcasting lives and webinars, and producing marketing emails and e-books about the area.
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2 – Pre-sales
At this stage, you need to take the leads that came from marketing campaigns and turn them into real sales opportunities.
That is, take the contacts you received and make your qualification. In this way, ensure that they adhere to your target audience, are interested in your services, and are really potential customers.
To do this, use the best persuasion techniques, get in touch with leads, find out what their needs are, and understand if you are talking to the person who will make the decision to close a deal with you. So, validate this information and move forward in the funnel.
3 – Sales
After carrying out the prospecting, you must move on to the sales phase.
In it, you will take the opportunities you have already qualified for and invest in relationships.
That way, present your product or service. Do it in a personalized way. After all, with the marketing strategies and the previous steps, you can create a presentation that meets exactly what your potential partner is expecting.
In addition, carry out activities focused on negotiation and closing, to show that you offer the best solution for your future client’s company.
4 – After-sales
As you have seen, there are fundamental steps to conquering new IT customers. But, it doesn’t end there.
The post-sales stage is very important. Well, it helps ensure your retention.
Therefore, perform relationship actions and don’t let the customer walk away from you.
So, offer support, and content that helps in your daily life and keep in touch always alive.
With this, you increase the chance of getting him to up-sell or cross-sell, which are the opportunities you conquer because of the preserved relationship with your customer.
That is, they are new sales that you can make or the increase in revenue generated due to the successful completion of this step.
Did you like to know a little more about the commercial funnel, involving IT sales and marketing actions?
So, what do you think about reading a text with 5 tips to ensure that your customers stay with you!
