Getting the market to sit up and take notice can be a challenge. Inspiring your existing and prospective customers to take actions that result in higher sales for you requires superior approaches to IT marketing. There are some key principles you can utilize to drive sales through winning marketing.
Sell Your Value
What value do you bring to your customers? What problem do you solve for them? The results of your solution are the message you want. That’s the value you need to sell to the market.
To be able to sell your value, you have to identify your value. Remember that product features and specifications are not the value. The problems your product solves is the value. How is your customer’s personal or business life measurably better after buying and using your product? That is your value.
Done properly, isn’t just the process of broadcasting a message. Successful IT marketing is a two-way street. The ‘play it forward’ mantra may feel a bit cynical and over-used now, but that doesn’t mean contributing to a healthier, happier community won’t help. Find ways to add value with your marketing. Don’t just crow about how good your products are. Educate your customers, widen their horizons, enlighten the market.
By leveraging your knowledge, skills, and experience as an MSP to help the market enjoy healthier operations, you demonstrate your dedication to the industry. A genuine interest in helping both providers and customers benefit from MSP technology helps to strengthen the confidence of both your existing customers and prospective clients in your ability to meet their needs, both today and tomorrow.
Take an Honest Approach
Don’t try to be too clever with your marketing. Customers will be turned off by cynical sales strategies. Customers will appreciate an MSP that is genuinely interested in the end user’s best interests. When developing your marketing strategy, be honest with yourself about your strengths as an organization. When prospective customers get in touch, accept that not every project will fit your business’s processes and strategy.
Don’t Expect a One-Size-Fits-All Approach
What works for marketing other industries won’t necessarily work for IT marketing. Don’t expect templated approaches to marketing that fit other types of businesses to be effective for your MSP organization, even if they seem to work for other MSPs. Find the approach that suits your systems, management structure, and corporate culture. Remember that marketing is at least as much art as it is science. Art is a creative and iterative process. Just as creating a sculpture requires working the medium, adding and removing materials until the work is complete, your marketing strategy should be a process, not an end game.