The Big Secret is Out: How to Use IT Marketing to Gain Clients

IT marketingAs an MSP, you need to use IT marketing to generate client leads and ultimately gather more business. Unfortunately, getting new clients can be difficult and marketing your MSP can be confusing or overwhelming. Once you generate leads, you have to close these clients so that you can gain their business and create more revenue for yourself. The following a few simple steps can help you market your MSP and gain the clients you need for success:

Rate Your Leads

When you get a new client lead, you should have an idea on how close they are to working with you. The first time you talk to a new client, most of them will pass on your service. It is estimated that 98% of leads need to think it over and end up deciding at a later point.

With this high first-time refusal rate, it is important to rate your leads. Develop a system that you can understand easily to rate your leads from close to closing or far from closing. This helps you to determine how much follow up work you need to do with each of these potential clients. This can be as easy as a scale of 1-5 or something only you understand to rate them from hot to cold.

Make Yourself Seen

One of the most important things you can do when trying to gain new clients is to make yourself seen. The more an individual sees the name of your MSP company, the more apt they are to go with you. Following up with clients is a must, but multiple emails can seem pushy, and they are easy to delete or move to the junk inbox.

To prevent this from happening, try alternative methods to following up and advertising your company. Call the client on the phone, send them a letter, and work with online advertising. Advertisements through Google and Facebook are easily customizable to target certain audiences so that your clients see your company more often. These more subtle approaches to IT marketing keep your name in the client’s mind without feeling overwhelming or too pushy.

Be Personal

Learning your clients’ likes and dislikes helps you to create the best follow-up approach. Try to remember what your prospective client tells you. If they say they work from home on Wednesdays or take off Fridays, don’t call or email them on these days. Be respectful of their schedules and their time. These small courtesies can help these individuals choose your company. No one likes being constantly bothered and pushed to make a decision. Keep yourself known, but understand that these people have lives and are busy.

Being friendly and coming across as unaggressive can help networking opportunities as well. If the clients do not feel pressured, they may recommend you more to people who are in the market and looking for a new MSP company. Remembering the personal details people tell you leaves a lasting impression in potential clients’ minds.

Learn When No Means No

Sometimes, a lead is not going to turn into a client. Taking no for an answer may be something you get used to. While trying to find clients you hear the word “no” quite often. If a potential client tells you they want to wait, you can take the rating system you have and put them down as a later priority. However, if you wait too long to call them and reach back out you may lose the client. It is a precarious balance that MSPs have to learn. After you receive a “no” four or five times, it is time to say goodbye to that potential client.

Generating leads and turning them into your clients is something all MSPs have to learn to do. By using IT marketing and following the simple steps above, you can change your potential clients into clients.

Herbert Olitsky

Herbert Olitsky is the founder of HOCS Consulting. A fast growing IT consultant firm based in New York City . HOCS Consulting provides IT services to clients in New York City and helps them choose, implement, and manage IT and cloud solutions that are cost effective and reliable. HOCS Consulting’s pro-active approach to IT support in New York City is ideally suited for companies who depend on reliable IT infrastructure, but don’t want to spend a lot of money to keep your IT services that way.