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.
In this article, we’ll take a look at what’s already working and then propose a few ideas to help you add new lead generation tools to your current mix.
We’ve seen most MSPs and VARs depend on a handful of lead gen tools to bring in new clients:
While these are great and shouldn’t be scrapped any time soon, recent information suggests business owners are increasingly buying in a different manner, especially line-of-business buyers who may not be familiar with the technology involved in the solutions they need.
As you move forward in your business, one of the key factors is diversification; that includes your mix of clients, your product offerings, your vendor partnerships, and certifications, as well as the type of ways you promote your company.
Marketing diversification for MSPs and VARs involves a shift in mindset, especially as you embrace digital marketing for your business. Lead acquisition can be low-cost and high-reward if you’re consistent, focused, and follow a proven strategy for results.
Let’s take a look at the ways you can diversify your lead generation methods:
Edison Research predicts 48 million people in the U.S. will listen to a podcast this year. That’s up six million from their 2017 projections. (See more podcast stats here.)
Potential and existing customers use them as a key source of information they can depend on if and when they’re looking for solutions. Even if you’re not a regular podcast listener, most likely the people who will buy your solutions are regular listeners. When you simplify the process of buying through this medium, you’ll get the results you’re looking for: more sales leads.
How this brings in sales: Podcasts elevate the profile of your business and help you position yourself above and beyond the firms that are looking to attract the same type of customers you are. Producing a podcast is no small task, and you will need help with it. As with any marketing method, podcasting success depends on the fundamentals of marketing: know your audience, identify their problems, provide solutions to those problems, remain consistent and up-to-date on what concerns your ideal customer the most.
If you follow that structure, the technical aspects of podcasting become something simple you can outsource or assign to a team member with experience in that area.
Any interactive quiz vendor worth its salt will be able to help with scoring the quiz so the best answers get the highest scores.
How interactive quizzes bring in sales leads: A solid test of knowledge or quiz can be just as dynamic as a blog post. The only difference is you can program a quiz so that the participant doesn’t get the quiz result unless they give their contact information (hence generating a lead).
Building out your lead generation efforts and expanding beyond what you’ve always done doesn’t have to be a difficult process. With the right partner, you can make new ways of lead generation a success. Let’s face it, the way customers are buying technology is changing rapidly. In fact, the people within organizations who buy solutions is changing as well. By diversifying the way you fill your sales funnel, you’ll ensure you’re reaching out to an array of potential leads, creating streams of income from as many sources as possible. Let’s continue the conversation. Presh Marketing Solutions is here to help you move forward with your digital marketing strategy to bring in more qualified leads and grow your MSP or VAR business.