Lead Generation Ideas that Work for IT Companies

If you are a marketer in the IT space, you know how difficult it is to find new methods to increase lead generation and attract new customers. The sales pipeline has become an extended buying cycle for IT companies, which spend more time on the innovation process and product development, than on promoting the services or finding new clients.

Tech companies may be stuck in the improvement process, and marketing departments could find it harder to activate the sales pipeline, and innovatively communicate. Therefore, the focus must stay on Lead Generation.

A professional strategy built on the company’s strengths can improve the lead generation process. For example:

• 93% of B2B companies affirm that content generates more leads than classic marketing measures
• B2B companies that blog have 67% more leads in comparison with companies that don’t
• Nurtured leads produce with 20% more sales opportunities than the ones that are unnurtured
• Lead generation from LinkedIn proved to be successful for 65% of B2B companies

As a Tech brand, what does your Lead Generation strategy say about your company or marketing efforts? How do your sales look like, in comparison with your marketing innovation measures?

Let’s start with a 007 top lead generation ideas that work for IT companies. Check this out:

• Tutorials and videos

Explaining your services’ features in details will help your client better understand your innovative platform or network.

Create tutorials and involve some of your best employees to talk about your activity. Make live videos, and share them on social media. Also, adding a video on the front page of your website can catch attention during the first seconds and reduce the bounce tare of your visitors.

2. Pricing and customized offers

Pricing is a key differentiator for many companies and potential leads. Including a price list of your services on the website may lose some of your leads, but will ease the work of the marketing department. Your price packaging has to be flexible and offer a customizable option for companies with different needs. Create a contact form with “request an offer” for your company to build a suitable price package according to specific business needs.

3. Content Marketing

Educating your customers is a mid-long term strategy, and brings consistent results on time. Offer free courses and ebooks, maintain and nurture a relationship with your database of customers, and besides sales campaigns, offer a little bit more free content to your audience. Awareness plays a vital role in this scheme and helps people stay informed about your software, product, network, innovations in the field and other novelties.

Content materials examples:

• Ebooks
• White Papers
• Free Courses
• Blog posts
• Case studies
• Infographics
• User guides
• Webinars

Remember to add to your content: brand identity, a person, design, and tone of voice.

4.  Landing pages which convert

After the efforts invested in inbound marketing and content, it’s time to work on conversion rates and ROI. Landing pages' purposes are to convert prospects into leads. Identify which page isn’t performing for the benefit of SEO and your traffic metrics, and optimize it.

Landing pages are pages on your website, meant to convert visitors into leads. Also, they are the final destination after an advertisement click or online campaign.

Did you know that using videos on landing pages can increase conversions by 86%, or that businesses with over 40 landing pages generated a whopping 12 times more leads than those with 1-5 landing pages? Reconsider to start planning a Landing Page construction strategy.

5. Marketing automation tools

Marketing Automation is a technology that manages marketing actions and provides useful insights and analytics about the outcomes of a marketing campaign. The technology helps marketers to set the next KPIs, and better target the audience. Also, integrated with CRM software, offer competitive results. The advantages of using marketing automation in your company are:

• Better segmentation
• Database creation and maintenance
• Professional and advanced email campaigns implementation
• Emails, social media, and Ads automation from the same platform
• Lead management, performance and nurturing

Final Thoughts

There are many ways for an IT company to generate more leads. Keep the 5 above in mind anytime you set new business objectives and be sure you test any option you choose. The road to a successful marketing strategy for your tech product or service is a combination between implementation, measuring the results and optimization. It is a process, but it’s worth investing in it, due to its long-term benefits. Meanwhile, you can count on our marketing expertize and contact us for customized solutions for your IT company.