If you’ve had little success finding marketing superstars for your IT sales, you’re not alone. Pinpointing marketing gurus to sell IT services often feels like mission impossible. Though plenty of salesmen are looking for work, few have what it takes to successfully sell IT services. Marketing for IT is challenging as this field is highly technical. Sales professionals have people skills rather than technical skills, making it quite difficult to communicate the merits of specific IT services.
Managed services marketing will be most effective if it has a location element incorporated into the marketing strategy.
When someone searches for goods or services, one thing that’s most important is what proximity those goods and services share with their location. Ultimately, people are going to want things, like IT support, to be nearby, rather than across the state or even several states away. As a result, when they go online to search for something, they’re going to add a location tag onto the keyword describing their services. It will look something like this: “IT services in Gillette” or “MSPs in Austin.”
MSP marketing has rules, but they’re hard to nail down. With so many competitors on the web today, online marketing is increasing. Doesn’t it make sense that there are some hidden rules, or open rules, that may define that success? Online marketing has been around for over 20 years now– there must be rules!
In the Ether
It’s hard to know what to do with your MSP marketing strategy when there are rules hiding somewhere in the ether, but you don’t know them. Certainly, these rules can be sourced through trial and error, but that’s going to be costly. Even if you do “good,” you’ll just be treading water. Treading water isn’t something you can afford to do on a continual basis.
Lead generation involves the use of marketing techniques and actions to find potential clients and their contact details. This is through websites and digital marketing. A lead is a person who has shown interest in your company’s product or services. IT service providers, however, haven’t embraced IT lead generation mainly because most of them aren’t ready to take risks.
In his book, The Breakthrough Company, Keith McFarland outlines how, contrary to conventional wisdom about the risk-taking nature of entrepreneurs, they tend to be risk-averse after achieving success. They tend to “play tight” instead of upping the risk which can be more rewarding. To achieve lead generation success, the risk aspect must be involved. This can be done through finding different new ways to warm up potential clients to your business before getting them to buy your services or products.
MSP marketing, in terms of top ranking in Google searches, is an art that few MSPs have mastered or understand its importance. Having their websites ranked number one on Google rankings presents a puzzle that most are unable to unravel. They find themselves thinking of the huge benefits they’d acquire with images of Google searches with their name dazzling at the top of every list. However, ranking for every search term known in the industry is impossible, so it’s essential that you get over the thought as quickly as possible. Ranking on Google takes much more and there are a few things which you can come up with to improve your Google ranking. Most MSPs have employed different strategies to rank high on Google, but they’re still not getting the leads they want. The marketing game has evolved from what it was few years ago— ranking top of Google needed a blog and just a few keywords, which is simply not the case nowadays. You need a strategy that’ll include lots of work every month and consistent work through out to build your rankings. This comes with huge benefits. Most MSP companies have never tasted the massive success that comes with being #1 on high-volume keywords, hence they don’t understand why it should be top priority. Some of the benefits include:
IT marketingdoesn’t always have to be a budget-breaking undertaking. There are totally free ways you can increase your online presence just by knowing what’s available to you and how to take advantage of it.
There’s something magical about the number 10, and even Google acknowledges it. Here’s a little online marketing secret you can use to help buff up your online visibility: Google Reviews.
It’s amazing how many websites miss the point of how managed services marketing works. If they did understand it, these sites wouldn’t commit the worst SEO mistakes possible, such as publishing an invalid email address or a syndicated blog. Here are ways that professional digital marketers can help your company gain a competitive edge.
Generating IT sales leadsoften involves repetition. The more people hear an idea, the more amenable they become to it. Eventually, they may even begin to believe the idea is their own. This is the power of suggestion, and one of the prime reasons hypnotism actually can work. Now don’t get the wrong idea— the concept behind good marketing isn’t to hypnotize clients into obeying some ulterior motive. But the concept is affecting the subconscious such that normal mental barriers are worn away.
One of the reasons marketing for ITis so lacking has to do with how any MSPs go about deriving new clients. There are quite a few of them who follow the referral route. They get a good client, said client recommends them to someone else, and the domino effect happens. This is certainly effective to an extent, but it’s not a likely way of increasing your clientele such that your business can grow and expand. It’s more of a measure that’ll keep you treading water. And through treading water, you gain muscles and keep from drowning. But eventually, you’re going to lose energy, you’ll sink, and then the sharks get you.
Instead of running in place or treading water as you wait for referrals to come, why not be proactive about it? Why not create a means of encouraging clients to offer referrals? You can even get referrals built-in to some of your online marketing techniques. There are quite a few different ways to go about this, but one of the most integral features of such a pursuit has to do with finding an online content marketing agency that understands which methods are going to be the most effective, and which are ultimately a waste of time.
MSP businessbenefits from approaching online marketing as though it were an exact science. While all men are created equal, that may not necessarily be true of all keywords that are in use. “Ubiquitous Perspicacity” isn’t going to be searched in Google or Bing nearly so much as “Dedicated Service.”
What determines whether a keyword is worthwhile or not has to do in part with human psychology, and in part with human education in a given area. In regions of Southern California, where there is a predominantly Hispanic population, there are going to be many searches which utilize differing colloquialisms from those that are seen in the northeastern portions of the US.