The current economic situation brought on by the Covid 19 outbreak has impacted MSPs in a variety of ways. Many firms continue to grow as clients lean on providers to help manage a remote workforce, while others are simply trying to retain as much business as they can to weather the storm.

We believe there are a number of compelling reasons to keep sourcing diligently during slow or difficult times:

When they zig...

The general amount of 'noise' created by MSPs and marketing firms servicing them is down measurably. With so many MSPs creating so much noise in the middle market, we believe there is an opportunity for your voice to be heard when others go quiet.

Marketing 101 tells us  when your competitors pull back, you have an opportunity to fill the space.  This can lead to increased conversion and response rates at times that are otherwise seen as quiet or slow.

Big picture during slow times

One of the biggest struggles we all face is new clients at the right time, particularly in the MSP space where clients often view switching providers as time consuming or painful.  Slower spots in the business cycle in general, tend to allow for business owners to enjoy some much-needed downtime.  This time away from the normal breakneck pace lends itself nicely to thinking about long-term, big picture plans and less 'sexy' initiatives (like their IT needs!).

While it is hard to convince an unwilling buyer to buy, approaching a potential customer while they have the bandwidth can be beneficial to conversion rates.

Move to the front of the line

It seems like every potential customer is waiting to finalize budgets, or get through the near term before considering adopting a new MSP.  By starting conversations now your firm can solidify the initial relationship even if the client isn't ready to make a move. This makes sure your firm is top of mine and first in line when the stars align.  This also helps motivate through the new years slump that impacts selling to customers who are returning from time off etc. In short, you can never start selling too early.

Momentum is valuable

If you are running any kind of outbound sales process today, you should be running one tomorrow as well.  Starting and stopping your search for new clients is like skipping days at the gym.  It kills gains.  If you have a pool of potential clients who know your brand and are open to a conversation you should continue working them through the sales process regardless of if things are otherwise slow currently.  Building momentum has a cost, and maintaining it is cheaper than building it again from scratch.

The cost difference is nominal

Running an effective VertLead lead generation campaign is already inexpensive.  Continuing sourcing for a few months where owners may be seemingly focused on other areas of their businesses creates more value than money spent.

‍