Are You Self-Promoting Your IT Services Firm With Marketing Blogs?
The Advantage of Information over Self Promotion
IT services marketing needs to be about communication of ideas, tips, tricks, techniques, and unique information. It doesn’t need to be about how good one company is over another. Your job isn’t to prove your IT business is the best. Your job is to prove to prospective clients that you’re worth their time, that you will cohesively help, and that your motivation isn’t solely bound up in gain.
You want to communicate an attitude of reliable, trustworthy passion; not a predatory intent. When you’re constantly self-promoting, a predatory vibe is more likely to be communicated. If, instead, you give tips on cloud installation, IoT best practices, and solutions for voice systems which consolidate expenses, you’re more likely to be successful in marketing campaigns. Following are five things to consider as you approach prospective clients.
• Proven empathy
• The benefit of honestly acquired information
• Become reliable: build a relationship
• Don’t just give them fish, teach them how to fish
• Function as a unit: learn as they learn
IT services marketing must prove to clients that the company providing solutions understands the difficulties being faced and has solutions. If that company is falling all over itself trying to promote products or services as superior to other solutions, empathy is much more difficult to achieve. Such a strategy has a self-centered aspect. Instead, it’s better to show that you’ve been where your clients are and you’ve overcome the difficulty— this is a great place to have some technology “fishing” lessons.
Honestly Acquired Information
You’ve made mistakes as an MSP— any business has. When you’re in marketing, you can re-purpose these mistakes into educational solutions for clients about to do the same thing. A teenager may forget to change the oil and total an engine, predicating acquisition of a new vehicle. A father can notice the error of not changing the oil, appraise the teen, and save them some substantial difficulty. Later, when they see another teen make the mistake they so easily could have, they are grateful to the parental figure. Be like that for your clients. Catch it when they’re about to make a mistake and turn them to the other direction.
Become Reliable: Build a Relationship
When you have a relationship with clients, you have trust. When you have trust, everybody wins. It’s easier to interact, it’s easier to bring value… the list goes on. Think of a solid relationship as the lubricating petrol of your marketing engine.
You want to teach clients to avoid problems as they crop up, and to even apply certain tech lessons independently. Don’t just give them a fish, teach them how to fish. Don’t worry; as an MSP, your technique is like a corporate fishing barge compared to a guy with string and a stick.
Your clients will develop, and if you’re doing your job correctly, they should breach areas you may not have traversed yet. So learn as they learn, and together develop.
About our Contributor
Jason Schmitt, founder and CEO of Technology Resource Advisors, Inc., graduated Summa Cum Laude from Bradley University in 1995 with a degree in Business Management. His IT industry experience includes 20+ years in Milwaukee tech support a consultative role for Private and Public sector clients. Always in search of ways to improve the client’s IT Support experience in Milwaukee, Jason is active in several industry managed IT services Milwaukee groups in and IT Services Milwaukee business peer groups. Jason is responsible for Vision, Strategy, and Market Development at Technology Resource Advisors, Inc.