Though cold calling is a foundation of some MSP and VAR lead gen strategies that’s just not the best way to attract your ideal customers anymore.
One of the most powerful things an MSP or a VAR can do for their business is to master the art of consistent lead generation. With the right leads in your funnel, the quality of your entire business improves. Firms that fill the funnel with junk leads end up with disgruntled sales people, angry engineers, and harried CFOs.
MSPs and VARs sometimes become focused on the same way of doing things when it comes to generating leads for their businesses. It does make sense if what you’re doing is working. Keep in mind, what’s working now may not bring in leads next year or even a few months from now. Lead generation for MSPs and VARs is changing rapidly, and it’s time to take steps to ensure your offers are getting in front of the right people in the right places. Bottom line: Smart MSPs and VARs diversify their lead gen options.
One of the most important elements of your digital marketing efforts is providing valuable pieces of information your ideal customer can use to solve a problem they’re facing. We call these value pieces or content offers. You can promote them through social media ads to capture leads. Here’s how it usually goes:
The best use of Google Analytics for MSPs and VARs is to analyze traffic to your site. Having simple and clear information about web traffic gives you the insights you need to make decisions on where to concentrate your efforts in digital marketing.
Here is the secret for how to convert traffic into leads: there is no secret. Like most things in marketing, there is no magic bullet or “hack” that just does the trick. It takes time, measurement, and adjustments to have a successful lead engine drive results. With that being said, there are a variety of tactics you can implement to start converting web traffic into sales leads for your business if you are willing to put in the time.
An essential component of digital marketing is sending traffic (visitors) to your website for added exposure. One challenge with traffic generation is ensuring you’re getting the right visitors to your site. But how do you know who the right visitors are? Plus where will you find them? And finally, what will convince them to visit your site instead of all the others in the world? Good questions. To answer them, we’ve put together a list of best practices in driving targeted traffic to your website as an MSP or VAR in the IT channel.
For businesses looking to attract new clients, there are a wide array of methods for lead generation. However, once a new lead is acquired, keeping them in the pipeline until they are ready to convert into a customer, is arguably more important. The problem is that this phase, creating sustained engagement, is often overlooked and not always easy to achieve.