How to Improve IT Services Marketing with 3 Easy Steps
IT services marketing companies continually look for new ways to reach customers, and an effective lead nurturing strategy can enable your business to reach new heights. Lead nurturing is simply developing relationships with buyers through each sales stage. Recent research has shown that marketers typically see a 20% increase in sales opportunities with a lead nurturing strategy. Studies have also shown that companies that excel at lead nurturing create 50% more sales while also reducing costs by 33%. Here are three simple ways that your business can use lead nurturing to reach a wider customer base:
1. Personalize Emails
The use of personalized emails is extremely profitable, as it can generate up to six times more revenue for each e-mail compared to generic emails. An email marketing campaign is one of the most effective lead nurturing techniques. Research has shown that personalized emails produce much better results than any other forms of communication. Which begs the questions, what is the best way to personalize my emails? For example, triggered emails are a great way to send a message once someone downloads content, clicks on a link, or visit specific web pages. Triggered emails are an excellent way to promote consumer engagement and offer great deals.
2. Lead Scoring
Lead scoring is another excellent IT services marketing technique which ranks consumers on a scale that represents the value of each lead to the organization. Lead scoring can typically be used in a marketing automation platform that assigns numeric values to social media interactions, website viewings, and conversion events. The following score determines if the lead needs to speak with a sales rep of if they need to be further nurtured down the funnel. Recent research suggests that most organizations do not fully take advantage of lead scoring, which inhibits companies from reaching their fullest potential.
3. Align Sales & Marketing
Organizations that align sales and marketing strategies produce much higher sales opportunities. In other words, businesses have a much higher conversion rate through the use of aligning sales and marketing techniques. Companies can use page views, workflow enrollment, and lead scoring to transfer leads from automation to a personalized one-on-one session easily. It is also a good idea to clearly express the expectations, responsibilities, and goals for each department. These goals can be stated in a sales and marketing services agreement, which will enable both departments to work together easily.
The use of these three lead nurturing techniques can significantly increase your consumer base while also increasing profits.
About our Contributor
Nathan Rizzo is Vice President of Rx Technology providing Technology Construction and IT Support with Headquarters in San Antonio, Texas. Nathan served as the Director of Business Development before spearheading the Managed Service Provider team in San Antonio which has turned Rx Technology into one of the premier IT Service firms in San Antonio that provides state-of-the-art cyber security in San Antonio and Texas.
Nathan received his M.B.A. in 2009 from the University of Dallas. Prior to joining Rx Technology, Nathan worked as a managed it services specialist in San Antonio delivering a wide range of offerings for litigation and internal investigations, in addition to government and regulatory requests. He has also been a partner in an interactive web marketing firm.