Easy MSP Wins in One Email

As managed service providers, we’re always looking to do more—more leads, more customers, more revenue. We want as many new qualified prospects as possible in our sales funnels.

But how often do we return to qualified leads who expressed interest in the past but weren’t ready to buy from us yet?

Warm Leads Are More Likely to Buy

It’s easy to forget that people you’ve previously had conversations with tend to be much warmer prospects than complete cold calls. Even if they weren’t ready to buy last time, things may have changed.

After your previous interactions, they already understand who you are and what you offer. This familiarity makes them more receptive to further discussions. I have won clients later on who I had written off as prospects by just wishing them well with their projects.

A Single Email Can Win You the Client

A “No” now doesn’t necessarily mean a “No” forever.

I have had companies reach out to me a few times in my own business. I was interested, but I was busy. They might have contacted me four times, but I needed a fifth when I was less busy to push me over the edge.

A simple email or call every few months can keep your company name top-of-mind until the timing is right.

An email allows you to ask open-ended questions about how you can help in the future. Has your leads’ situation evolved since the last time you spoke? Have new requirements (like compliance) emerged that your solutions could address?

If you have someone sending these out rather than automation, like an intern or a Virtual Assistant, you can have them check out the prospect’s website or LinkedIn to see if anything has changed to ask them about.

Make sure you ask specific questions. It is easier for them to say yes to “Do you help with meeting those new compliance requirements?”.

Rather than asking, “Are you still interested?” which requires them to explain afterwards.

Set Up a System

Nurturing warm leads through follow-ups is always easier than starting from scratch. You’ve done some relationship-building already.

Consider setting up an organized follow-up system to benefit from your past qualified prospects. It may make all the difference.

PS: If you want a Virtual Assistant to do marketing tasks in your MSP, we have extensive training on hiring a VA in our membership. Including marketing-based operating procedure templates so they can hit the ground running.