Learn Why You Should Go All-In With Your IT Marketing Campaigns!
All Guns Blazing
IT marketing needs to take no prisoners or that which seemed sure may slip away. Say you’ve put together a marketing campaign, courted a client, and somehow, they’ve still slipped right through your fingers. Everyone’s been there and it’s ultimately unavoidable, but there is also a learning curve.
At the end of your journey through the land of sales, you should be able to secure clients with greater frequency. One of the best ways to do that is, purely and simply, to take more “shots.” The more aimed shots you take at targets, the more targets you’re likely to hit. If you’ve got all the guns on your marketing machine blasting away, you increase your chances substantially. Additionally, the more marketing targets you make, the more capital you have to expend toward better, more effective marketing solutions— it’s an upward spiral.
One of the best ways to secure success in marketing is to make a list of that which is necessary and go down the list with each client. You should already be employing multiple marketing techniques in order to reach your goals. Make sure you fire a bullet from every marketing gun at the bull’s eye characterizing client acquisition. Some common methods today include:
- Rolling out the red carpet at your office during final proposals
- A big sign welcoming guests
- Dining selections designed to meet prospect tastes
- “Throwing in the notebooks to close the deal”
Have snacks available. Make sure the aesthetic of the space where you’ll be meeting clients is amenable to what you know of their tastes. If there’s a red carpet, roll it out. If you and your staff have fine clothes, wear them. Don’t get into tuxedos or anything, but don’t be afraid of suits, either.
As your IT marketing operation grows, it will become more successful, soon courting greater numbers of clients, and in greater diversity. Sometimes an entire team will enter your premises for a meeting. There will be multiple professional individuals gauging your products and services. So let them know you’re prepared for them, you’re excited for them, and that there has been a place at your company prepared for them. Make a great banner which is stylish, and matches what you know of their sensibilities. Some people don’t like banners, some love them— knowing if this particular choice is the right one will take a bit of research. But the takeaway here is to make your prospective clients feel special, comfortable, at home, and pleasantly surprised. A banner or sign can do just these things.
If you go somewhere offering your favorite dishes, you’ll be inclined subconsciously to repeat the experience. If your favorite dish unexpectedly appears before you, this also subconsciously communicates to you that the person who brought you this dish truly understands what they’re doing. Sometimes you’ve got to have a mail-out with a lunch selection menu to get it right, others you can be clever enough to find out these details without the client realizing it directly. Expectations are excellent, meeting them is a must. Surprises are better, and if it doesn’t go quite right, you can abandon ship before the unveiling and nobody’s the wiser. Find the solution that best works for you or clients. It could be as simple as a selection of Dip N’ Dots in the break room when the client arrives, or as complex as a multi-course meal.
“Throw In the Notebooks”
Alex Rogers of CharTec Academy advises companies to “throw in the notebooks” to seal the deal with prospective clients. You want to do everything in your power to see that a deal goes through, and in certain scenarios, that may mean changing your baseline. It’s going to differ per client, of course; but a lucrative enough client can allow you to “throw in the notebooks.” You’ve got to be willing, however, and you want to do this right.
Knowing Your Prospects
What solid IT marketing boils down to is knowing who your market is and how to reach them at a fundamental level which naturally recommends your services. If you get into a habit of doing that naturally, you’ll increase clientele acquisition and retention.
About our Contributor
Robert Naragon is the Founder and President of ITQue, Inc. (pronounced “i-teek”), an IT company based in Campbell that provides IT Support in San Jose. ITQue provides a wide range to IT services to San Jose based companies. And ITQue provides IT consulting to help small and mid-sized businesses in San Jose increase productivity and profitability with customized, flexible hybrid cloud and IT solutions. Prior to ITQue, he was the Founder and President of VistanetIT, Inc., also based in Campbell, a Managed IT Service Provider to small and medium-sized businesses.