Mistake 6 : You Are Sporadic With
Marketing And Follow-Up .
Not every lead is going to book an appointment with you right away . After you ’ ve tried to get an appointment through a series of follow-up calls and emails , continue to show up consistently in your lead ’ s email inbox and mailbox with drip marketing . Send weekly email tips , a monthly email newsletter blog , postcards , and a printed newsletter on a regular basis to keep top-of-mind awareness with your unconverted leads so they think of you when they are ready to buy . Your marketing automation tool can help you organize your drip marketing lists . Don ’ t go months without contacting your leads , or they will forget about you ! Steady and predictable marketing will help you stay on track .
Mistake 7 :
You Make It Difficult To Book An Appointment With You .
Leads can be lost through the painful process of back-and-forth scheduling by means of email and phone call communications . An online calendar system can make it easier for folks to schedule with you . At Technology Marketing Toolkit , 80 % of our leads self-schedule an appointment because our marketing automation does much of the heavy lifting for us . We use an online calendar system so our leads can self-book a call or consult without having to speak with someone . Include a calendar widget on your landing pages and booking links in your emails . More appointments booked on your calendar means more opportunities for you to close more deals !
Mistake 8 :
You Let Your Opportunities Rot .
Once a lead books an appointment , they become an active opportunity . Use automation to monitor your current sales pipeline and to also alert you when an opportunity is rotting ( sitting in a sales stage too long without movement ). Whether you need to reschedule an appointment , finalize and present a proposal , or get that lead to make a final decision , your marketing automation platform can keep the valuable opportunities from slipping away from you .
Mistake 9 :
You Send The Wrong Messages To The Wrong People .
Continuing to send emails and making phone calls to a lead AFTER they are already on your calendar is incredibly confusing and unprofessional . Also , sending a direct mail package designed to
target a specific industry to a company in a different industry would be even more detrimental . It ’ s important to use your CRM to segment your contacts by person type , lead status , industry , and more so you can communicate intelligently with them .
Mistake 10 :
You Give Up Too Soon .
A study from Harvard Business Review revealed that 71 % of qualified leads are never followed up with . Of the leads that are followed up on , they ’ re only touched an average of 1.3 times . The Rule of 7 is our guide for how many touches a lead needs to actually recognize who you are . Continue building trust and awareness by staying the course with your automated follow-up . And please , don ’ t give up on your leads ! Play the long game to come out ahead . I know it can seem complicated to manage it all , but with the technology we have available at our fingertips , you can organize , track , and follow up with your quality leads . A marketing automation platform is a powerful tool , and there ’ s no excuse for losing your quality leads and sending them into a big black hole .
What ?! Still keeping track of your leads on sticky notes ? Your CRM can ’ t do any of these fundamental automation tricks ? No more excuses … Check out MSPMarketingCRM . com for more info on Robin ’ s recommended CRM so you , too , can stop destroying leads . n
Janette DeGrazio is the Director Of Marketing Automation Programs and Chief Architect of Technology Marketing Toolkit ' s Marketing Automation Platform . It is her No . 1 priority to make sure all of our MAP members know HOW to use their powerful automation tool to generate leads and sales . By heading up the team who oversees and expedites our new MAP members ’ onboarding experience , her goal is to equip members with the tools , guidance , and training needed for the best success in the MAP program . She can be reached at Janette @ TechnologyMarketingToolkit . com .
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