Your IT lead generation is going to be more effective if you ask and answer the right questions. You need to know where you’re at and where you must be for reliable, sustainable profitability. So ask yourself the following questions:
Does Content Facilitate Lead Acquisition?
Your IT lead generation campaign should, in part, take place from content itself. You need value-rich solutions aimed at positioning your MSP as an authority. Content needs to be readable, and it can’t be purely of the “copy” variety.
You’ll need to strategically design it and continuously upgrade outreach solutions as you make new discoveries. Working with SEO groups that have made providing content optimization solutions for MSPs their core prerogative can be a very wise step.
Are Conversion Stats Trending Upward?
If you’re not seeing a positive trend in conversion, something is wrong. Especially with technology companies, not growing means imploding. Check your rates of conversion at the smallest and largest measurable intervals.
What are trends looking like? And do you have statistically lucrative selling cycles on the horizon? Asking such questions will help you know where to focus marketing energies.
What’s Campaign ROI? Are Leads Properly Scored?
The return on investment (ROI) from varying outreach campaigns should be easy for you to determine. This number should increase, but it may do so incrementally. Part of increasing ROI will involve pursuing leads who are more likely to convert.
Scoring leads is essential. You want to prioritize those who match your target demographic, but not disregard those who aren’t statistically likely to convert. Outliers always develop. Still, focus on targets which seem more likely.
Expanding Lead Generation
An IT lead generation strategy which carefully measures ROI, scores leads properly, facilitates upward-trending conversion stats, and produces content which encourages acquisition is necessary for your MSP. Ask questions pertaining to these features of outreach determination, and carefully consider the answers. Asking the right questions will give you the right answers, leading to conversions.