Most businesses are in the game because they want to grow and have a successful run as a managed service provider. As you are probably well aware, though, the managed service provider industry is one that is extremely competitive, to say the least. Every single provider out there is looking for an edge in the marketplace. They are all trying to find their niche, find a way to truly stand out and build a book of business that yields both short and long-term success. One of the best ways to do this is to really exploit all of the IT marketing tricks that are out there.
There really is no one marketing trick that you want to practice when you are a managed service provider. Instead, it is a slew of little things that you want to try to be better at so that you can reach your target audience and get results, plain and simple.
Tell Stories to Intrigue Customers
One of the best ways to use IT marketing to your advantage is to start a blog and try and connect with your current and potential future customers in such a manner. You want to be a true storyteller so that you can captivate your audience and transfer the knowledge that you have to them.
The words that you have as an MSP are powerful tools to show that you have the knowledge and the experience to help customers with their information technology needs. The voice that you have in your blog should be representative of the mission of your company and what you are trying to sell your customers on.
Find the Niche
When you are marketing online, you also want to find your niche. This plays into the content marketing aspect of things as well. When you are writing blogs, for example, think about where your target audience is located. If you are trying to target customers in the state of Florida, try and reference cities in the state in which you serve. There is no point attracting attention from users in California when you have no capacity to ever be able to service them.
You want to make your content marketing more localized. Focus on keywords that are honed in on a small geographic area. That way, in search results for that specific area, you have a higher chance of success of popping up as one of the higher results than you would in a generalized search. If you have keywords focused on “Florida managed service providers,” rather than just “managed service providers,” you are likely to attract more searchers from that target area.
Rely on Your Customer Base
You may be underestimating the power that your current customer base has over the market. Use them to your advantage though and do this by bringing social media into the fold. There is no reason as to why an IT provider should not have a Facebook page, a Twitter account, a LinkedIn profile, even a landing spot on a site such as Yelp. You want to be able to have as many places, where customers can talk about your company and with your company in a public setting, as possible.
Word of mouth is a very powerful thing and when you can get your content out on social media and get people talking about you and the great work you are doing, this is only going to lead to more business down the road. Reputation online is vital to the success of a small to medium-sized business. This is because these types of businesses do not have huge advertising budgets. Let your customer base work for you to help you gain more customers.
The IT marketing space is one that is challenging for small to medium-sized managed service providers. With the little resources that these companies have to spend on advertising, it is important to know some tricks to get the attention that you want in the crowded market. Relying on some of the ideas mentioned above, though, will help you attract new customers and also get your current customers talking up your company in a positive and active light online.
Kevin graduated from Texas Tech University in 2006 with a bachelor’s degree in marketing and has been working in the IT channel for 11 years. He is currently the Director of Marketing & Sales for CTG which is a managed IT services company that provides IT support in Dallas, Ft Worth, Arlington and Amarillo. Kevin was instrumental into transitioning CTG’s business model from break-fix into an all-inclusive managed services offering. CTG prides themselves on hiring customer service oriented techs so they can deliver amazing IT services to their business clients. When Kevin is not working diligently for his clients he loves to spend time with his family and is a avid golfer in Arlington. He also considers himself an outdoors man that loves camping, fishing and hunting.