How To Manage Inbound Leads To Maximize Sales , Profits , And New Client Acquisition
If you are going to be truly successful in growing your managed services business and building a productive sales team , you must have a fundamental understanding of what a sales funnel is , the metrics involved , and the strategies for moving prospects through that funnel , leaving no opportunities behind . Most MSPs struggle with this , but the reality is that managing leads , prospects , and opportunities is very similar to managing support tickets in two ways .
You Need A SYSTEM For Capturing , Tracking , Organizing , Cleaning , And Reporting On The Results Of Leads That Come In .
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Leads are similar to tech support tickets submitted by clients : You need a system or software to process them . That system for leads and opportunities is a CRM / marketing automation platform . A good example is Keap , which is the software we ’ ve customized specifically for MSPs ( MSPMarketingCRM . com ). There are dozens of CRM and marketing automation tools out there , and my one piece of advice to you is to make sure you use a true marketing automation platform , not your PSA or remote monitoring and management tools that have some CRM capabilities . You wouldn ’ t use a hammer to brush your teeth just because you have a hammer handy and no toothbrush , but this is what many MSPs do . They don ’ t want to “ spend the money ” on a marketing platform , so they attempt to make their PSA or other tools work in its place . All you ’ re doing is an exercise in futility and wasted time .
Just like your help desk operates , so should your sales