Strategies to Optimize Generation of IT Sales Leads

IT sales leads are integral to the business model of most MSPs. No business is an eternal enterprise. You must have backup solutions in place. Continuous leads facilitate readily available prospects and provide fuel for necessary forward growth. Following are a few tips to help you optimize lead generation strategy:  

 

Get as Much Information as You Can 

IT sales leads will come in greater numbers if you understand the local environment into which your services go, where its economic prospects lie, which clientele are most likely to need what you do, what competitors are up to, and where client pain points are. 

Know statistics, have them readily available, and be able to swiftly deliver a unique value proposition built from facts when a prospect is encountered. Doing so will help gain their information so you can convert them later, if not on the spot.  

 

Avoid Tech Speak When Courting and Selling to Leads 

It’s important to note the sales cycle for MSPs is generally longer than most businesses. Accordingly, whenever you’re interacting with clientele, you don’t want to put them off by speaking only in IT terms. They’re not tech professionals, this will make them feel like you’re talking down to them. Instead, find ways of connecting with them on their level.  

 

Exercise Active Listening, Then Ask Probing Questions as You Learn 

Listen when prospects say anything, use whatever information they give you to help you determine what they’re really dealing with, and how you can help. When you listen actively, you’ll know the right questions. Buffered with information, you can help clients see why your services are of value. 

 

Dependable Lead Generation 

IT sales leads are more likely to be regularly attained provided you listen actively, ask the right questions, meet prospects on their level, and continuously gather as much information pertaining to your target market as you can.

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.