Lead generation is always a challenge, but even more so in a competitive industry such as IT management. Fledgling services also tend to be limited in terms of resources. As a matter of fact, the majority of managed IT services are small or micro-businesses with 10 to 99 employees, or even less in many cases. Yet, they constantly have to find ways to differentiate themselves, not only in their services, but in their marketing as well. Here are some lead generation tips for IT companies.
The first thing you have to do is make sure that you have great SEO on your page. This not only means cleaning up your code, but making sure that your user-experience is great as well.
You want to make sure that your site loads fast too, as this is one of the major criteria for how sites are ranked in Google. You want to make the navigation as seamless as possible to ensure that people get exactly what they need from the moment they land on your page.
Next, you want to make sure that you have a way to capture leads on your home page. The issue here is what technique you want to use. If you look at managed IT service provider Iconic IT, their capture form is just under the fold. This allows people to first see what their service is about, and then get a lead this way.
Going aggressive could pay in some cases, but not always when it comes to IT. This is because people want to know who the company are first before they sign up for anything. However, there is another approach that you can take if you want to catch leads on the ABC end.
Instead of aggressively trying to get your visitors to sign up or contact a rep, you could do is release a free report or whitepaper. This will allow you to create a connection with people and get their contact information. Also, make sure to encourage them to share the report. Even if everyone who reads that report won’t turn into a client, it is a great way to build brand awareness and establish expertise.
As an IT company, you should do your best to be known in your community. One of the best ways to do this is to increase local brand mentions. You could try to do that by getting spots on local media, for instance. Additionally, you could offer free clinics to businesses in your area and advertise it. The more well-known you are in your community, the more people will start talking about you. Therefore your mentions will increase. You will then be hit with a stream of potential clients right where you live who are already aware of who you are and what you do.
One great thing about being in IT is that it constantly changes. IT is a subject that is not accessible to everyone. This is your chance to shine by offering your expertise and input on various subjects. You can release case studies or analyst research. Or, maybe you could test products and post reviews - the possibilities are endless. The more you post, the more links you create, and the more you establish yourself as an authority in your niche.
All of these lead generation tips can be used by IT companies that are trying to expand their client base. Make sure to follow them if you want to generate more leads.
