PROSPECTING

How many prospecting efforts results in a closed sale?

Work backwards to understand your conversion rates. In general, you could expect to need 100 marketing messages to get 10 first interactions, ultimately leading to 1 closed managed services deal.

• 100 Marketing Messages
• 10 First Interactions
• 5 First Appointments
• 2 Discoveries
• 2 Proposals
• 1 Closed Deal

How do I bring IT up to a prospect?

Position yourself as an expert in the space, and share your work experience and skills.

• Sample message: "We work with a number of companies who don't have the time or desire to manage their IT internally. We help eliminate downtime with your computers, and reduce the costs of keeping the network running smoothly. I know each company is unique, so I just wanted to learn a little more about how you currently handle IT."

Marketing by vertical?

Use our Sales Vertical Repository to target your message to a specific industry.

How can I work with our other solution sales representatives for leads?

Provide your other solution sales reps with the Quick Qualifier tool so they know what information is needed to determine if the lead is a good fit before passing MSP sales.

• Sample message: "We eliminate the headaches traditionally associated with IT like downtime, delayed response times, and unpredictable bills. Our team puts solutions in place to help prevent issues from happening and lowers your risk. We also provide a complete technology plan and live-answer Help Desk all included in a flat monthly fee."

Who should I work with to confirm leads are qualified?

• Work with your SME to determine if your leads are a good fit