IT Services Marketing Can Help You Refine Lead Generation Techniques
Seven Strategies for Success
IT services marketing should employ tried and true techniques known to be effective. Here are seven strategies that can help you expand actionable leads significantly:
- Ensure content is targeted
- Take a multi-channel approach to leads
- Touch base at least ten times with clients
- Don’t forget follow-ups
- Emails: personalize them
- Rank potential leads
- Combine lead acquisition between marketing and sales
Content That’s Targeted
Who’s more likely to buy scuba gear: the ex-Navy diver or the person who never learned to swim? If you’re marketing scuba gear to a group of adults who can’t swim, you won’t make many sales. If you’re marketing the same gear to accountants in the middle of life, you’re more likely to get a hit; however, you’re still not going to do as good as if you aim at water-sports enthusiasts. The lesson here is: don’t neglect “fringe” markets, but be sure you focus on clients who are more likely to buy. Do your homework on the provisions of your MSP, as well as likely clientele. If you’re best suited to cater to lawyers, then, by all means, cater to them.
A Multi-Channel Approach
Don’t only send out emails. You want a social media presence— a PPC campaign isn’t a bad idea and it’s also sensible to work with a content campaign that targets services from the get-go. It’s best if such a content agency already specializes in technology— if you’re an MSP, of course. IT services marketing that incorporates experienced marketers who likewise understand the tech is basically doubling down on potential success through increased lead generation. Doing this through multiple digital channels— texts, tweets, FB updates, emails, radio ads, film advertisement, sponsored content, or other means— increases the size of your sales acquisition net.
Touch Base At Least Ten Times
Figure out ten unique ways to touch base with clients after they’ve entered your “sales funnel.” Social media, targeted content, emails, direct contact, PM (personal messaging), calls, invitations— be creative! The more you touch base, the more likely you are to secure new clients.
Many businesses look at acquisition or conversion as the end of the process. It’s the same as a person who marries someone and then neglects them. They may stick around a little while, but soon, they’re going to find somebody else to make them feel young again. You can’t neglect new clients once you’ve made them. It is absolutely essential that you follow up, check to see everything is going well, and regularly contact them.
About our Contributor
Robert Naragon is the Founder and President of ITQue, Inc. (pronounced “i-teek”), an Managed IT Services based in San Jose and Campbell that provides IT Support in San Jose. ITQue provides a wide range of IT services to San Jose based companies. And ITQue provides managed services to help San Jose small and mid-sized businesses increase productivity and profitability with customized, flexible hybrid cloud and IT outsourcing solutions in San Jose. Prior to ITQue, he was the Founder and President of VistanetIT, Inc., also based in Campbell, an IT Outsourcing Provider to small and medium-sized businesses in San Jose.