If you are an active marketing for IT professional, you know one of your biggest challenges on a day to day basis is finding new, qualified leads to grow your business. You have likely tried making a few cold calls, only to wind up frustrated with the response you get from the over-zealous and under-enthused receptionists, “Are they expecting your call?”
If this sounds familiar, you know the growing pains any marketing professional has.
The good news is, there is a tried and true effective method you can use to easily get in contact with the decision maker and increase the overall effectiveness of your marketing efforts.
The Trial and Error Drudge
When you begin making calls to potential clients, you may wind up telling the truth to the person screening the phone that yes, yes you are making an marketing for IT call. However, you likely quickly discovered that this type of brutally honest approach doesn’t really get you anywhere — but to someone’s voicemail.
After you are directed to one voice mail box after another, you may be ready to lie and tell the receptionist that the contact was expecting your call. However, this can also be a short lived effort simply because the decision maker you are trying to get on the phone doesn’t recognize your name and your call is never sent to them. Or, you may even get to the contact, but they quickly discover that you are just making a sales call.
In either case, you don’t get very far.
Discovering the Ultimate Secret for Success
The solution to this all-too-common issue was created to allude the “gatekeepers,” who are blocking the way to your contact. This is why vague phrases such as, “I’m calling back for Mrs. Jones,” were developed. This simple stylistic change can be one that presents double meanings, as well as plausible deniability. Essentially, you are saying that you have called this prospect in the past and that now you are just calling them back.
The double meaning here is that many of those screening the calls may assume that you are just returning the person’s phone call. In the past, very few receptionists checked to see if you were, in fact, returning a phone call. This provides all you marketing for IT pros out there with a secret pass to get to your contact. After all, this is the biggest hurdle that most people face when making any marketing call.
Additional Efforts to Getting You Interested Leads
The fact is, this is only a single effort that can help you have better success reaching your contact. There are some top MSP marketing efforts out there that can have your contacts saying, “You have my full attention.” This is the absolute best thing that a marketing professional can hear. You want the leads you call to be interested in what you have to offer and welcome you with open arms. This means you have to take the time to qualify this ahead of time.
Lead generation can be a tricky business, but when you put time and effort into it, you will discover that once you find a technique that works, you can continue to duplicate it indefinitely.
The fact is, marketing efforts are constantly evolving. This means you have to evolve your methods to reach your contacts, as well. Failure to do this can leave you without what you need regarding leads and sales. In the long run, this can cost you extensively.
The Bottom Line
When it comes to marketing, it is important to remain at the top of your game. Here you were given one effective method of getting to the decision maker of a company more easily. You also have to take the time to nurture leads and let them see exactly what you have to offer. This is the best way to ensure that you will get the results you want. If you are struggling with your current marketing for IT efforts, maybe it is time to change your tactics. After all, you want to find leads who want what you have to offer; they are much easier to convert when they already know about your product or service.
About the Author
Michael Fitzgerald is the CEO of Spacelink, a San Diego company providing IT infrastructure cloud hosting services and IT support since 2001. Michael has over 9 years of experience in San Deigo with IT infrastructure and a passion to simplify the complexities of information technology and cloud services. Spacelink exists to help companies propel their businesses with a well-reasoned IT strategy and forward-thinking technology that’s cost effective and reliable. Spacelink was recognized as a top Managed IT Service provider in San Diego and North America by MSP Mentor in 2016