Turning Leads into Prospects and Prospects into Clients

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I caught up with Paul Green again, from Paul Green’s MSP Marketing.

One of the first things Pauls says is that you can’t really speed up sales most of the time because you don’t have the power place your prospects in a position of “needing” your services. Your goal is to be there when they realize they have a need. But you can’t create the need.

In this interview, Paul talks about the power of physical marketing (e.g., postal mailings). Unlike twenty years ago, printed material demands attention today. Paul gives some great tips on using postal mailings to remain top-of-mind when clients realize they need help.

Another technique he digs into is to create reactive web sites. In this context, that means to send information to people who visit your web site. This requires some setup since you have to have a way to track visitors at a serious level. This is way beyond popups.

Pauls covers lots of other great tips for MSPs who are looking for new clients. He even talks about how to get non-salespeople to help build relationships with clients on your behalf.

As always, a great interview. Check it out.

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