Most unsuccessful sales professionals in the managed IT services industry have a bad habit of “puking” all over their prospects. This means they have this bad habit of going on and on in their emails, not knowing when to shut up.
If you’re like most MSP sales professionals, you may have this same tendency to “puke” all over your prospects via email. You may not even realize you’re doing it, but if your emails are anything like the ones I’ve seen, then you’re definitely guilty of this behavior. These MSP sales professionals overwhelm their prospects with information and end up pushing them away.
What about you? Would you consider yourself a successful MSP sales professional? If so, congratulations! You have undoubtedly learned the art of not puking on your prospects. For those of you who are still struggling, let me share with you some simple rules that will help you close more deals.
How to Stop Puking on Your Sales Prospects
Rule #1: Don’t send more than one email a day
The best way to stop puking on your prospects is by only sending one email per day. This will help you avoid overwhelming them with information and allow them time to digest what you’ve sent. Too many emails can also seem spammy and push your prospects away.
Rule #2 Keep your emails short and sweet
Keep your email short and to the point. Prospects don’t have time to read a novel, so get straight to the point. This will help you avoid overwhelming them with information.
For example, yes, cybersecurity is important for a business and you should be sure to share this type of information. However, don’t puke all over your prospects by sending them a long email about cybersecurity right off the bat.
Rule #3: Avoid talking about yourself
When you’re writing an email, focus on your prospects and their needs. Don’t talk about yourself and your company. This will only distract them from the main point of your email.
Rule #4: Don’t puke on them.
This one is pretty self-explanatory. Just don’t vomit all over your prospects in your emails. Keep it classy and professional.
Some of the biggest mistakes businesses make with email marketing are sending too many emails, sending emails with irrelevant content, and sending emails with too much content. If you bombard your prospects with emails, they’re likely to unsubscribe or even mark your email as spam. This can damage your company’s reputation and make it difficult to reach customers in the future.
Do You Know Why You Are Puking on Your Sales Prospects?
The best way to stop puking on your MSP sales prospects is to first understand WHY you are puking. Are you nervous? Are you trying to prove yourself? Do you think that if you bombard them with the information they will buy from you? There are a few things that you can do to stop puking on your sales prospects and start building better relationships with them via email.
First, take a step back and assess what you are saying in your emails. Are you providing value? Are you coming across as pushy? Take a look at your email content and make some changes.
Second, try to focus on developing relationships with your prospects. Send them helpful information, connect with them online, and be there when they need you.
Third, make sure that your emails are well-written and easy to read. Keep your paragraphs short, use bullets or lists whenever possible, and avoid using large blocks of text.
Fourth, always proofread your emails before sending them. Typos and grammar mistakes can be very off-putting to prospects.
MSP sales professionals need to take a step back and really think about what they’re saying in their emails. Are the emails coming across as desperate? Are the emails overwhelming prospects with too much information? Puking on your sales prospects is definitely not the way to go, and it can actually ruin any chances you have of making a sale.
Pinpoint Your Audience and Win the Sale
The MSP industry is a competitive industry, and the more you can stand out from the pack, the better your chances of getting more clients. However, spamming your emails with sales pitches can be detrimental to your business and brand.
More specifically, spamming your emails can also cost you with regard to consumer trust and engagement. MSP sales professionals who have gone down the spammy path have seen a decrease in trust in their brand – an unfortunate side effect of all those messages about amazing deals and how great they are. Instead of giving people hours upon hours worth of sales pitches, build trust and include them in your strategy.
MSP salespeople have a bad habit of emailing potential clients with too much information. Salespeople often feel the need to share everything they know in the hopes of impressing the client and winning their business, but this can actually have the opposite effect. The best salespeople know how to hold back and only share what’s relevant. They focus on building relationships with potential clients, not just trying to sell them something.
Email marketing is a powerful tool for businesses of all sizes. It can help you reach new prospects, build relationships with current customers, and increase sales. However, if you’re not careful, email marketing can also ruin your sales opportunities. When it comes to email marketing, less is more.
If you’re guilty of “puking” or sending the “inbox of horror,” it’s time to change your ways. Start focusing on providing value instead of trying to sell your products or services. It will be worth it in the end. Building better relationships with your prospects is the key to success in sales.
Take the time to understand your prospects’ needs and what they’re looking for, and you’ll be much more likely to close the sale. Don’t puke on them – it definitely won’t help you win over any new business. By following my simple rules, you can get rid of your puking habit and start building better relationships with your prospects.
Ready to close more sales? Contact Ulistic today to schedule your consultation.
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Stuart Crawford serves as Creative Director and CEO with Sebring, FL Ulistic, a specialty MSP Marketing firm focused on information technology marketing and business development. He brings a wealth of knowledge and experience pertaining to how technology business owners and IT firms can use marketing as a vehicle to obtain success.
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