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IT lead generation | January 2, 2017

Why is IT Lead Generation with Cold Calling Like Chasing a Mirage?

Cartoon small oasis in the desertDo you still use cold calling for IT lead generation? While cold calling was effective in the past, using it today to acquire new customers is often unsuccessful. It’s important to look at the “big picture” to understand why this is true. You may believe that this effort is going to lead to many new opportunities; however, as a matter of fact, this isn’t always the case.

The Problem with Cold Calling for IT Leads

Think about it: if a telemarketer contacts you out of the blue and tries to sell you something, what will be your response? Getting off the phone with the caller as quickly as you can will, most likely, be your primary objective. You may just hang up or tell them to call at a later date or time. In some cases, you may humor them and even set up an appointment; however, chances are you don’t have any intention of following through.

This is the same reaction you’re likely to get when trying to generate leads for your IT company. If you call managers, executives, or owners out of the blue to sell unsolicited IT services, the outcome may not be what you were hoping for. Even if you get a meeting scheduled, you’re going to quickly discover that the company has no intention of closing— ever.

In fact, you’re likely going to get responses days (or even hours) before the meeting, such as “I need to cancel,” or “Get back to me in a month, next quarter, year, etc.” You may even have a few who claim they’re going to call you back at a later date. As a result, you’ve gained absolutely nothing. You’ve also wasted quite a bit of time trying to convert a business that never had any intention of converting.

Finding a Better Lead Generation Method

If you are ready to find a method of IT lead generation that works, then you may have to change your methods. There are several options to consider:

• Publish quality content on a regular basis.
• Set monthly goals and determine relevant metrics to create a plan to reach these goals.
• Score and validate your leads to determine how interested they are in what you offer.
• Optimize your conversion opportunities.
• Always strive to improve your efforts based on what you have found works.

Generating leads is challenging in any business. However, when you have a plan in place, you can find and convert new customers.

Customer Lead Generation that Works

If you run an IT company, you should know that in order to grow, you need to find and convert new customers. If cold calling is your only strategy, then it’s time to revamp your efforts. If you need help with this, reach out to us at the MSP SEO Factory. We understand how to create a plan and implement the process of generating new leads. We understand that IT lead generation is an art and a science, which means you need someone on your team who knows what to do. Contact us today to learn more about creating an effective lead generation strategy.


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