IT sales leads that are good and bad have a root cause. Now granted, sometimes you’ll design a specific program of outreach and get no good leads. Sometimes you’ll do something non-specific and catch a big fish. There is such a thing as anomalous lead capture. The thing is, you can’t trust in anomalies. They are by definition a minority of the data.
Means to Attract More Qualified Leads
The best way to get more qualified leads is to take deliberate steps using best practices. Cut out unnecessary and ineffective marketing efforts. Consulting with a tech marketing group can be a good step. Also, consider these tactics:
Make Websites Specific, Not Vague
IT sales leads are more likely to be qualitative if marketing materials have been specifically configured to match your target demographic. Provide blog posts, infographics, videos, and imagery which specifically address pain points of your target clientele. Give solid numbers to back up your contentions. Show how existing clients have directly benefited from what you do. Make it possible for leads to calculate such costs themselves; entering in variables idiosyncratic to their business. Specificity in your online site design will speak to specific clients.
Aim at Specific Demographics; Avoid “Little Fish”
In order to be specific on your site, you need to very clearly understand who your target market is. Casting a wide net can bring in many fish, but are they all going to sell at the restaurant where your marketing vessel sells its catch? A bunch of bottom feeders may not be worth the time it takes to capture them. Meanwhile, a school of startup tuna can be perfect for your MSP.
So, determine who the “fish” you most desire to capture are, and put lures out there those fish like. Pain points solved by your services can be a commendable tactic. Another good tactic is offering varying sign-up incentives. Also, position yourself as a reliable and trustworthy tech resource in your online materials.
Prospect with High Levels of Strategy, Rather Than Aggressiveness
Instead of aggressively cold-calling every business in your city, go online and search for businesses which match parameters defining target demographics. You provide service X, which industry Y requires for profitability. Use Z variables to show Y prospects how X service provides clear value.
Consider competitor strategies, consider existing best practices, and keep all your marketing outreach information in a consolidated database accessible to all marketing personnel. Strategically replacing aggressiveness should result in better leads, but it requires informed outreach.
Better Leads, Better Sales
IT sales leads which use strategy over aggressiveness, aim at the right demographics, and eliminate vagueness from their websites should acquire better leads. Better leads yield expanded conversion, and so profit. Be strategic in outreach and find better prospective clientele.