IT lead generation will take practice. Sometimes, you’ll be going down a dead end; sometimes the leads seem to flow. You can facilitate a river of leads in the driest selling desert through a form of sales irrigation that incorporates lead nurturing and strategically reinvented approaches. Consider these strategies to help positively increase your leads:
- Map out your selling area
- Continually expand data sources pertaining to leads
- Devise new means of approaching prospects
Map Out Your Selling Area
Your IT lead generation will be most successful if you’re careful to map out the territory you’re covering. You need to know:
- Where the trends are headed
- Who your competitors are
- What local issues are idiosyncratic to your region
- A host of other things which inform the leads you go after
- The prospects you try to attract
If you’re operating without having mapped out this region, you’re essentially stabbing blindly in the dark.
Continually Expand Data Sources Pertaining to Leads
How do you acquire leads? It’s essential that you continuously expand the areas from which you harvest leads. You should likely harvest them online, but it also makes sense to attend trade conferences. You want to keep things as fresh as possible. If you have friends in certain prospects, then see if you can draw them to your products or services. Set alerts in Google for certain clients that are apt to appear in the news. Check the business sections of local media like newspapers, both print and digital. Work with industry analysts. Check the websites of prospects you’re seeking. Ensure you’ve got a broad LinkedIn presence. Be creative and enable your selling team with an attitude that is always seeking to expand lead capture into new territory.
Devise New Means of Approaching Prospects
Consider existing prospects you’ve obtained. How do you reach them? It’s wise for you to refine your outreach strategy. One of the first steps you should take is to research your target prospect. You need to know as much as you can about them. What does their budget look like? Where are they coming from? Where are they going? Have they been making profitable strides or not? The more information you have, the more creative approaches you can pursue.
With each new approach, ensure whatever messages prospects receive are unique. Letters built from a template are obvious and forgettable–even insulting to certain prospects.
The goal here is to have multiple approaches from which you can engage a prospect on the subject of your products and services. You don’t want to say the same old thing.
Increased Leads, Increased Sales
IT lead generation takes time, ingenuity, and creativity; but the more leads you can generate who are part of your target market, the greater your potential profit. So, optimize your lead generation strategy as possible.