IT Lead Generation Techniques to Apply Throughout the Buyer’s Journey

IT Lead Generation Techniques to Apply Throughout the Buyer’s Journey 

For IT lead generation, as in many other sales arenas, the buyer’s journey is comprised of three primary elements. These elements will have different marketing approaches which require specific attention. 

Working with SEO groups which have specialized in providing MSPs with marketing solutions can be key in helping you maximize marketing resources. The three buyer’s journey stages you’ll need to work around include:  


  1. Client Awareness

IT lead generation needs to start with making clients aware of who you are and what you do. Figure out target demographics. This can be done by examining your current clientele list, the local market, who competitors cater to, and what unique value propositions you provide. With such information, you can target outreach such that it lands among likely prospects, facilitating positive awareness of your MSP.   


  1. Evaluation of Your MSP

Once prospects become aware of who you are and what you do, they’re going to evaluate you. This may take time. In the awareness stage, you should include value-rich content establishing you as an authority. Over time, you need to continue establishing yourself as a reliable authority. 

Ensure that you include legitimate client testimonials in your outreach materials to help naturally engender positive evaluation of your operation among prospects. The more appropriate your outreach measures in terms of awareness and the more authoritative you are in further content production, the more leads you’ll recoup at both these stages in the buyer’s journey.   


  1. Conversion of Prospects to Your Business

The last stage of the buyer’s journey is conversion. However, it’s not the end of your marketing efforts. When a client is finally converted, you’ve got to care for them closely, touch base with them often, and use CRM (Customer Resource Management) software to determine the best times for an upgrade or upsell. 


Lucrative Outreach 

IT lead generation techniques specifically incorporating the awareness, evaluation, and conversion stages of the buyer’s journey will have a higher likelihood of both capturing leads and maintaining clients over the long-term.  

Vincent Tedesco

Vincent Tedesco is the President and the CEO of Total Technology Solutions, a full-service IT solutions provider distinguished by broad expertise in managed IT services in Long Island and a singular focus on the needs of their clients. Vincent has over 30 years of experience as an IT leader, from his early years beginning at Computerland and to founding and growing Total. He founded Total in 1988 and spearheaded its evolution in the ever-changing technology marketplace by providing consulting and IT support in Long Island. Total Technology’s mission is to secure and to have IT support in Suffolk with reliable solutions and exceptional service so that Total clients can focus on their core business.