In the world of MSP and technology-related marketing, there’s a situation that is far too common that I think deserves a closer look. Feel free to stop me when this starts to sound familiar:
You've built and rebuilt your marketing strategy a number of times and you're finally starting to attract the new prospects that you need. There's one in particular that you've definitely got "on the hook," so to speak. You've worked hard to engage in some discovery conversations with them, you're continuing to work hard on building a mutually beneficial relationship with them, and... then it just seems to end.
You've got no problem getting someone's attention, but you're not able to do anything with that attention once you have it. People are hearing what you have to say, but they're not truly listening—at least not in the way that you need to get them excited about setting up a sales meeting.
So why does this happen and what can you do about it? You're about to find out.