{"id":43536,"date":"2020-08-25T14:51:59","date_gmt":"2020-08-25T10:51:59","guid":{"rendered":"https:\/\/www.msp360.com\/resources\/?p=43536"},"modified":"2021-01-25T17:50:16","modified_gmt":"2021-01-25T13:50:16","slug":"qualifying-msp-leads","status":"publish","type":"post","link":"https:\/\/www.msp360.com\/resources\/blog\/qualifying-msp-leads\/","title":{"rendered":"Qualifying MSP Leads: Hot, Warm, and Cool"},"content":{"rendered":"

To generate more revenue for your business, you must be able to deliver leads to your sales team consistently. You must initially vet leads before handing them off to your salespeople, who\u2019ll then narrow them down even more. But it\u2019s important to remember this: not all leads are equal.<\/p>\n

Qualifying leads saves you time, money, and resources. Instead of putting your efforts into someone who may not actually be interested in your product \u2014 or may not even fit the profile of your company\u2019s ideal customer \u2014 focus on those who are. Disqualify leads whenever you can. Do yourself a favor by not wasting your manpower on leads you\u2019ll never be able to convert into prospects<\/a>. Simply, identify the companies you\u2019ll be able to add value to, and then go after them.<\/p>\n

After leads have been qualified, they can typically be broken down into three types: cold, warm, and hot.<\/p>\n

If you\u2019re unsure of how to categorize the leads on your list, read on.<\/p>\n

What if a lead hasn\u2019t shown interest?<\/h2>\n

Not all leads are going to be interested in purchasing your services \u2014 at least not at first. In fact, many of your leads probably aren\u2019t even aware of what you\u2019re selling or how you can add value to their organizations. They may not know what an MSP is<\/a> or why properly backing up data is an essential component of any cybersecurity strategy. Some of these leads you\u2019ll be able to disqualify fairly quickly, while others will linger a bit until they\u2019ve been properly vetted by sales and marketing.<\/p>\n

Cold leads aren\u2019t necessarily bad. They just need to be massaged a bit more than other types of leads. Some cold leads eventually work their way down the MSP sales funnel<\/a>. Do your best to establish contact with your cold leads in whatever way you can. Do you have any connections in common with them? Be resourceful by reviewing social media accounts before contacting cold leads. The data\u2019s out there. You just need to be willing to do your research ahead of time. Your goal should be to warm up your cold leads whenever possible. The warmer your leads are, the more likely they\u2019ll buy.<\/p>\n

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7 Common MSP Sales Objections and How to Handle Them<\/div>\n
Learn how to handle objections and keep the conversation going with your managed services prospects.<\/div>\n
\n\"CTA\"<\/a><\/span><\/span>\n<\/div>\n<\/div>\n<\/div>\n

Think your leads are warm?<\/h2>\n

If leads are interested in what you\u2019re selling but aren\u2019t ready to purchase just yet, classify them as warm. These leads have typically engaged with you at some point. For example, maybe they downloaded a white paper from your website or requested more information about your service offering. Unlike cold leads, warm leads at some point gave your salespeople permission to contact them.<\/p>\n

\u00a0<\/a>\"CTA\"<\/a><\/span><\/span><\/div>\n

You can also categorize referrals as warm leads. Why? Your salespeople can easily work with referrals. Usually, the person on the other end of the line knows why you\u2019re calling. Because of this, the conversation\u2019s less awkward. There\u2019s a mutual understanding of why the conversation is taking place, and your salesperson typically doesn\u2019t have to educate the lead as much. Eventually, your salesperson will need to answer the following question: can I convert this warm lead to a hot one?<\/strong><\/p>\n

Further reading<\/span> MSP Referrals: How to Get Managed Services Client Referrals<\/a><\/p>\n

When are leads hot?<\/h2>\n

Among other things, hot leads are ready to buy. They\u2019re highly interested in purchasing your services and have the budget and authority to do so. These buyers also fit your company\u2019s definition of the ideal customer profile. When a lead is hot, your salesperson should follow up as soon as possible to try to make the sale. Never sit on a hot lead. Have your salesperson act immediately.<\/p>\n

Every business has to generate leads in order to ensure that its revenues continue to grow, but even after leads hit your salespeople\u2019s desks, there\u2019s more work to be done. For your salespeople to sell successfully, your leads must be vetted, and after that, it\u2019s up to your salespeople to sell.<\/p>\n

\"CTA\"<\/a><\/span><\/span><\/p><\/blockquote><\/div>\n","protected":false},"excerpt":{"rendered":"

To generate more revenue for your business, you must be able to deliver leads to your sales team consistently. You must initially vet leads before handing them off to your salespeople, who\u2019ll then narrow them down even more. But it\u2019s important to remember this: not all leads are equal.<\/p>\n","protected":false},"author":59,"featured_media":43538,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[877,884],"tags":[],"class_list":["post-43536","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-articles","category-msp-business-articles"],"acf":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/posts\/43536","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/users\/59"}],"replies":[{"embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/comments?post=43536"}],"version-history":[{"count":0,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/posts\/43536\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/media\/43538"}],"wp:attachment":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/media?parent=43536"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/categories?post=43536"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/tags?post=43536"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}