Do you like spaghetti? Have you ever thrown against a wall? What if your marketing strategy was as simple as that…? You do business with whatever noodles stick to the wall (hypothetically speaking of course).
Sounds ridiculous, doesn’t it?
If you don’t have a very clear understanding of your decision makers and what makes them tick, that IS your marketing strategy. I don’t care what else you’re doing because if you haven’t taken the first steps to define who you are selling to, nothing else matters.
Let’s face it, running an MSP has its challenges. Getting leads and pursuing prospects is one of the biggest struggles I hear about from our members here at CharTec but here’s the thing: it doesn’t have to be.
Wouldn’t it make a lot of sense to know who you’re talking to when it comes to designing your marketing message? What about when you’re giving your presentation during the sales process? Would it make sense then?
The answer to that is obviously yes. People make purchases off of emotion first and facts second so it’s imperative we understand what triggers them to buy… especially when we are selling as a service with a 36 month contract attached.
Here at CharTec and for our own MSP, we use very detailed Buyer Personas to help our marketing and sales team understand their audience during each stage of the sales funnel. We’ve created multiple personas to reflect not only our decision makers but also our influencers.
These buyer personas are actually posted throughout our highly trafficked areas so that we all keep them in mind as we develop content. When something is so top of mind, it’s hard to forget about it which means we are often right on point with all of our messaging.
Creating these may be time consuming to some but their value is returned a million times over. Take a look at our Buyer Persona Guide and try out our templates for yourself. We know that you will also share increased success in your own prospecting and closing with this exercise.