You can have the best sales team in the world, but without the right marketing strategy and tools, you won’t be bringing in enough leads. Lead generation for IT consultants is crucial to a successful consulting business. Many companies in the IT industry see a churn rate of between 5 and 10 percent. Churn isn’t great, but it’s certainly unavoidable. If you don’t bring in enough leads to replace those customers, your business will start to slowly stagnate and then sink.
But when you’re struggling to bring in leads, it can feel hopeless. How do you increase the rate of lead generation for IT consultants? These ten tools are a great place to start.
1. Google My Business
Have you ever googled a place to eat and have a little box come up with several different businesses in it? This is what’s known as the snack pack. It’s a small section of Google search results that highlights businesses in your area that match your search. The only way to appear in the snack pack is with Google My Business. However, Google My Business is much more important for lead generation for IT consultants than just appearing in the snack pack.
Google My Business is a cost-effective way for IT consultants to see customer insights, gain more visibility on Google Maps and search results, and make posts. Posts are similar to social media posts but through google. It gives you another opportunity to showcase what your business is all about. Google My Business is an essential lead generation tool because it can bring in more leads through heightened visibility and help you better understand your audience with customer insights.
2. Killer SEO Strategy
What’s your current SEO strategy? How many blogs are you producing on a daily basis? You can’t rely on just Google My Business alone when it comes to SEO. You want backlinks on other relevant websites, high rankings on search engine result pages, and online visibility. Without a great SEO strategy, you can kiss lead generation for IT consultants goodbye. The best way to increase your SEO rankings is to produce, produce, and produce. The more content you create, the better your chances at a great SEO ranking.
3. Boots on the Ground
This may seem out of place in a blog about online lead generation for IT consultants, but few things are better than combining your online lead generation efforts with a networking team. When someone on your sales team hands a new contact a business card, you want that contact to be able to google your name and have your business pop right up. The two strategies complement each other quite well and can greatly increase the number of leads for your business.
4. The Right CRM Software
What CRM software do you use? Without a great CRM that works for your business, it’ll be much more difficult to track leads, optimize lists and keep records of the sales process. You can integrate your CRM software with both your marketing and sales team. This will allow you to coordinate lead generation efforts by both parties. You may be surprised at how many leads your marketing efforts are bringing in once you establish better lead tracking protocol.
5. A Website That Works
Not all websites are created equal. Having a website online is not the same as having a website optimized for lead generation for IT consultants. An optimized website has CTA buttons above and below the fold, in the header and the footer. There should be at least one eBook or other incentives to convert a visitor on your website. Contact forms should be readily available to the visitor at the bottom of each services page.
6. Good Brand Awareness
Brand awareness doesn’t start and end with a website. A good PR and social media campaign can really help with lead generation for IT consultants. Public relations efforts can consist of press releases, paid advertising, podcasting, and more. Consider hosting events to generate leads, especially if you’re a local company. While it is possible to generate leads from social media, we encourage our B2B clients to look at social media as a brand awareness campaign. Millennial consumers prefer to interact with brands over social media channels, instead of by email or phone. Having a well-put-together social media presence creates favorable circumstances for this to take place.
7. Paid Ad Campaign
AdWords is the king of Google. A great AdWords campaign can rain leads onto your website and create high-quality conversions. Not all AdWords campaigns have to be expensive. If you choose to go for long-tail keywords, you can often be competitive on a smaller budget. The key to using PPC ads for lead generation for IT consultants is to perform comprehensive keyword research and develop a great strategy.
8. LinkedIn Sales Navigator
LinkedIn Sales Navigator is a new tool for your sales team that combines social media and lead generation efforts. The Sales Navigator can often integrate with your CRM to offer you more information about prospects via their LinkedIn profiles. With the help of the sales navigator, you can receive lead recommendations, and learn more about your market and personas.
9. Segment Contact Lists
Just compiling contacts into lists on your CRM isn’t good enough. You need to segment your contact lists into different subsets. For example, you could have one list for local contacts, another for national. You could also create separate lists by industry in order to target a group for an issue specific to that industry. There are a billion ways you can segment your contact lists. The best way to segment lists for lead generation for IT consultants is to ensure that you can contact a group based on a problem that your product can solve.
10. Great Relationship with Your Marketing Team
Hiring a marketing team isn’t enough. Building a great relationship with your marketing team is how you start to bring in more lead generation for IT consultants. You can work with your marketing team to build a cohesive overall strategy that integrates into your sales team and offers you options for building up leads and preventing customer churn.
At New North, we are experts in lead generation for IT consultants. After ten years working with MSPs, SaaS providers, and VARs, we know what it’s like to work in the tech industry. We offer a decade of expertise in AdWords, social media, website development, and more. You deserve to have a successful IT consulting business. Learn more about how you can get there with New North’s lead generation services.
Veronica is a University of Maryland graduate and passionate equestrian. She focuses on creating audiences on social media and on maximizing the value of public relations to make New North clients famous.