| LEAD GENERATION | PROSPECTING | QUALIFYING | 1ST APPOINTMENT | ASSESSMENT | PRE-PROPOSAL | PRESENTATION | QBRs |
Focus Your Prospecting Efforts on Qualified Leads
Identify your target customer profile (TCP) that helps you narrow your time, energy and resources towards prospects who have a stronger need, and a higher likelihood of outsourcing their IT to you.
What qualification factors should I target?
- Size of 10-100 users
- No dedicated internal IT after the sale
- Microsoft Windows Operating Systems Environments
What are good attributes to look for in a business?
- Comfortable outsourcing
- C-level recognizes criticality of IT
- View technology as an investment rather than a cost
- Dependent on technology to run their business
- In IT pain or looking to make a change
- High margin industry
- High dollar employees
- Appreciate, willing, and able to pay for good service
- Growing company
- Similar company culture
Are there verticals that are more successful?
- Law
- Finance
- Insurance
- Wealth management
- Professional services
- Independent healthcare providers
- Property management
- Real estate
What verticals should I try to avoid for managed services?
- Retail
- Education
- Non-profits with small budgets
What's next after my TCP is identified?
After you have identified your TCP, it's time to fill your sales funnel by prospecting.