IT lead generation is hard enough; but even when you get qualified contacts, you’ve got to keep checking in. Conventional wisdom has it that all prospects should be contacted at least five times before you move on. Try to make contact using different sorts of outreach. Email, text message, telephone call, drop-in— you get the idea: be creative, and dip into that pool in different ways every time.
You want to diminish the associated cost involved in managing leads and increase conversion rates. Once you’ve established best practices centered around nurturing leads, your next step will be optimizing the means by which your business generates new leads. Following are a few tips to help you do that:
Qualify Leads Before Entering Them into CRM Systems
IT lead generation will produce prospective clientele that have an increased or decreased likelihood of conversion. Ideally, you should be focusing on those leads which are more likely to convert. Customer resource management (CRM) systems shouldn’t be filled with unqualified leads. Determine a means of scoring leads; working with SEO agencies specializing in marketing options for MSPs can be key here.
Seek Quality Leads over Increased Quantity of Leads
On that note, you don’t want to just inundate your marketing division with useless leads. It’s certainly possible to get endless contact info from completely unqualified prospects. What good will that do you? But one qualitative lead could end up being that which preserves your company.
Incentivize Referral from Existing Clientele
Some of the most qualitative leads will come through referral. Incentivize referral by providing discounts, coupons, or outright free service to existing clientele should they send a qualified lead your way. Remember, referral doesn’t equate to conversion, but it’s more likely.
Optimizing Marketing Outreach Practices
Your IT lead generation will be more successful through referral incentivization, emphasis on quality over quantity of leads, and proper management of quality leads through CRM systems.