Who filled out my form for managed services? Prospect 101
When you get an inbound link, you will that you will call them immediately to check it out. However, you should pause and think. People in business tend to get excited when they find inbound links. However, you should be running all full streams as soon as you submit the form. You should take a step back and prepare to get engaged. It is necessary to understand the managed it services company Toronto competitive landscape. It is necessary to understand he end client before you reach out. This is something that you will be able to do over the internet. Review the Prospect’s Website
First you need to check out the company website for understanding the business.
What vertical is the business in?
Is the vertical in compliance regulations that you have to adhere to?
Are you an expert of these compliance regulations of managed it services company Toronto?
Do you have a reference in the same vertical that you leverage?
Do you have any relevant case studies that you can email?
Does the prospect have any multiple office or regions under the Contact Us page and you will be able to cover the regions if there is any need to roll the trucks?
If not, which of the peers should you contact for any assistance?
Are any company executives or officers listed on the website?
In case a prospect operates in the healthcare arena, it is better to be well-versed in HIPAA compliance when you plan to pursue their business. Apart from this, you will be able to lead with the HIPAA expertise and offer testimonials from some other medical provider clients for strengthening the sales pitch. The stakes are pretty high for the companies which have to be HIPAA compliant. If it is possible to ensure the encryption and protection of the electronic medical records, this is an average that you will have over your competitors which you might have already scouted out.
Irrespective of this, you should build a preliminary and rough profile of managed it services company Toronto when it comes to the organization and some of the potential actions and rebuttals prior to engaging.
Check out the Company on LinkedIn
Managed it Services Company Toronto mention that when you are done reviewing the website of the prospect, you need turn your attention to LinkedIn. Social networking channel is pretty powerful for anybody in sales. Start by checking up the individual who got in touch with you.
Questions You Need to Ask
Is the lead title appropriate?
Does the lead appear to be a Decision Maker or an Officer within the organization?
Do you have any kind of mutual connection?
Should you have any mutual connection and are any of the competitors yours?
Working through the inquiries will help you to know whom you are appealing to in the company and also what the present IT strategy of the company is. For instance, you might discover that the lead is connecting with the representative in the form of the competitive company. Thus, you will be able to tailor the messaging strategy to the various areas in the managed it services company Toronto in which you are winning. Make sure that you approach them with strengths instead of the provider’s current weakness.