Image Above: Hannah O'Donnell, Director of Sales at Collabrance, helps MSPs use LinkedIn and social media for their marketing and sales efforts.
If you know your prospects are on LinkedIn, then why aren’t we spending more time connecting with them? If done right, this can create a goldmine prospecting list! I had the opportunity of participating in the Virtual Selling Summit with Impact where I sat in Josh Tuner’s (Founder and CEO of Connect 365) breakout session on LinkedIn where he shared, “the average sales person only spends 36% of time selling.” With all of the hats most sales people wear, this comes as no surprise.
Image Above: Collabrance Revenue Team attends IMPACT's Digital Sales & Marketing World "Virtual Selling Summit" (June 2020).
Send a personal message to increase your acceptance rate. Most people don’t take the time to write anything so this alone will help you stand out! Create a canned script that you can send to multiple people. Writing 10 messages only takes about 5 minutes per day!
Once per week, go to the LinkedIn profile of someone you recently connected with and learn more information about them. View their contact information including their email. This will help you build a quality prospect list. Doing this manually will take more time but ensure you are connected with more qualified people based on your target customer profile, and keep you out of LinkedIn jail!
Create a Lead List with LinkedIn Sales Navigator
Click here for more information and LinkedIn Tips.
There are 2 routes you can take to message contacts:
Collabrance Prospecting Email Example #1:
We have been listening to our MSP community and are hearing your needs. As a result, we’ve put together easy to use resources to answer both you and your customer’s FAQs. Check out this 1-minute video for information you can start using today for your managed services business.
I hope you find this information helpful! If you have any other questions, please reach out to me to see how we can help.
Do you know the magic rule of 7? Seven is the average number of times it takes to touch a prospect before they engage. However, most sales people stop after reaching out only 1 time! Why? Because it takes dedication, commitment and most importantly time to follow up.
Send personal email follow ups to ensure you are keeping up with your prospects. This can all be done by following the same steps above with different content. Below is an example of how you can continue building value through your follow ups by helping your prospects achieve success.
Collabrance Prospecting Email Example #2:
Hear what your MSP peers have to say! To help you gain insight, learn best practices, and understand how MSPs are adjusting to all the recent changes in the industry - we are going straight to the experts for answers to your questions. Check out this 1-minute video for more information.
If you have any questions or would like to learn best practices to scale your MSP business, please reach out to me to see how we can help!
At the end of his breakout, Josh shared a quote by Warren Buffet which states, “The business schools reward difficult complex behavior more than simple behavior, but simple behavior is more effective.” Five minutes per day is a simple way you can build and add value to your prospect list.
During this presentation, we focused specifically on LinkedIn and Facebook, and answer your questions on:
Watch our MSP sales & marketing recorded webinar and learn how you can craft your message to capture the attention of your audience and spread awareness using social media!
Hannah O'Donnell, Director of Sales, is responsible for building the strategic vision for sales and marketing while providing business planning, education, training, and sales assistance to partners. She is also responsible for originating new partnerships for Collabrance. She was recognized as one of Women of the Channel by CRN, a brand of The Channel Company in 2019 and 2020. Hannah started at Collabrance in 2013 as a Strategic Business Advisor. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.