IT lead generation derives from direct outreach strategy and from collateral impact of good business practices. Most writings on the subject of increasing lead generation focus on direct tactics, but this writing will focus on collateral generation through good business practices. Several ways you can effect such outcomes include:
Control Emergency Conversations, Be an Authority, Listen Carefully
IT lead generation can derive from properly controlling emergency situations. When a customer calls you up with a life-or-death issue, when you respond like a seasoned professional who has everything in control and doesn’t get rattled, that’s going to encourage that client.
They’re going to talk with peers and relate the story of how their tech support is rock-solid. When you’re an authority, you will be perceived that way. Listen carefully to what clients say directly and indirectly as means of helping you narrow down issues they’re dealing with. Have a good attitude.
Carefully Research Target Demographics and Augment Services
Who do you primarily serve? Who would you like to serve? What demographics exist in your area? Research target demographics so you can most effectively serve them. Change your service provision to suit these demographics as it makes sense to.
When you are properly aligned with target demographics, then clients who appreciate your service will naturally recommend you to other similarly-situated prospects.
Facilitate Qualitative Service in All Areas
The more qualitative you are in customer service, service provision, product provision, and general professionalism, the more likely your clients will naturally recommend you to others. It’s also a good idea to take a cue from Tesla and incentivize referral.
Effectively Positioning Your MSP
Pushing for professionalism and authority in client perception positions you as the company customers recommend to others. An IT lead generation strategy that provides excellent customer service, carefully researches outreach pertaining to target demographics, and controls client interactions will improve customer retention.