There is an old saying that says, “the fortune is in the follow-up.” The saying is actually pretty accurate. Follow-ups have the potential to influence a customer’s overall experience with your company. How frequently you follow-up and the quality of your follow-ups can be beneficial - or detrimental - to your MSP’s long-term success.
This phrase may sound familiar to you: “You don’t get a second chance to make a first impression.” There have been countless psychological studies that have shown how important it is to put your best foot forward when you first meet someone if you want to leave a positive, lasting impression.
As consumers, we encounter countless pieces of marketing and advertisements on a daily basis - estimates range from 3,000 to nearly 10,000! Ads are everywhere, meaning that the marketing you do is competing with hundreds, thousands, and possibly even millions of sources attempting to target the same people that you are. This makes it even more difficult to leave a lasting impression.
If you’ve established social media pages but aren’t doing anything with them, you’re wasting so many valuable opportunities to connect with your target audience. This includes your clients, and even your prospects who decide to seek out more information about you.
Business has always been something that benefits from a close professional relationship. A relationship like this can be challenging to accomplish, however, as it usually requires some deliberate and meaningful action by the business. There are some methods that you can use to encourage this kind of relationship between your clients and your business.
As an MSP, your company sells your products and services to other businesses - the typical nature of the business-to-business sector. And, as a business yourself, you probably understand this concept: time is money. You don’t want to waste this valuable resource in any way.
To many small business owners, especially those in the arena of serving other businesses, social media seems like a waste of time. You’re not selling a brand new, up-and-coming consumer product, you’re a managed service provider trying to sell businesses various IT-related services to other business. So, what’s the point of trying to compete for attention in online spaces filled with baby pictures, memes, and funny animal videos? Why should you even bother?
Social media marketing, like all marketing, requires repeat viewings to enter the consciousness and equally important the subconscious of the audience. This is why there is the “Rule of 7” - the long-held belief that a potential customer needs to see your ad at least seven times before they are willing to commit to an action. Yes, there are impulse buyers, but they are the exception, not the rule. Most people take some time before they commit to a course of action and successful marketing demands you ‘touch’ them multiple times to reinforce your message.
To grow as a business, you have to bring in new clients. And, while this is true, your focus shouldn’t only be on building new relationships. You also need to dedicate resources to ensuring that your current customers continue to do business with you.
Your customers are the lifeblood of your business. You need them to keep your business afloat.To do so, you need to understand things from their perspective. What are their business needs? What product and service solutions are they looking for to solve those needs?
When it comes to your business’ marketing, there’s one group who knows what works (and what doesn’t) better than anyone else: your audience. As a result, their feedback is some of the most important for you to hear. The best way of finding out what this group is thinking is to ask, and it just so happens that there are many ways for you to do so.
As we’ve discussed before, marketing best practices state that utilizing your marketing to touch upon your audience’s pain points a total of 27 times will likely result in them signing on. While onboarding new clients is indeed a good thing, it is even better to retain them after their initial service has been completed. After all, it’s hardly worth all the trouble to claim a new client just to have them leave after one deal.
You’ve managed to get a comprehensive marketing campaign strategized, your marketing materials assembled, and your efforts delivered to your intended audience. As you finalize your plan and approve it, visions of the mountains of leads and prospects your campaign will generate swirl through your head. Proud and confident, you launch your marketing initiative and wait for the incoming deluge of interest.
There’s this off-handed idea that you only need public relations if you or your company has made some type of mistake. Kind of how no one knows about a celebrity’s PR rep until they’ve done something wrong - like cheated, lied, stolen, etc. Nowadays, that’s no longer the case. You don’t only want to be seen when something goes wrong and you have to fix it. The trick with public relations is to put enough flame-resistance out there beforehand to help lessen the intensity when something does go wrong. Your public relations are the only way you can have any control over public opinion, so you need to be sure to implement a strategy along with your marketing.
Have you ever been set up on blind date or gone on a first date where you didn’t know the person all that well? If so, you understand all the anxiety that it can cause. Figuring out what to wear, what to say and what to do can really stress you out and so can managing your company's social media accounts. What to post, what to like and what to share while still managing your company’s personality and authenticity while striving to become the thought leader in your area, can also cause anxiety for some. How do you minimize that anxiety on a first/blind date? Make it a group date - invite your friends and have them invite theirs. How do you minimize that anxiety when it comes to your social media? Share, retweet or repost other companies’ social media - as long as you have a method to your madness.
When it comes to providing the highest quality customer service for your clients, regular business reviews should be one of the top items on your to-do list. Business reviews are meetings, most commonly held quarterly, during which representatives from a service provider and a client discuss their current IT situation and plan how technology might be used in the future to improve business operations. A quarterly review will evaluate the progress of longer projects and make adjustments to their plans if necessary.
Why did you get into managed IT? Everybody has their own reasons. Was it an industry you fell into, or the result of careful planning? Did you transition from working for the internal IT department of a company? Have you always dreamed of a career in technology, or did you try other industries before finding your niche?
When it comes to a company’s social media pages, every follower and “like” is valuable. Essentially, your social media followers are the ones who will most frequently see your marketing content. Therefore, when formulating your social media marketing strategy, you need to keep in mind their expectations, or else risk losing them.