Generating Leads for IT Services Company

[PureIT]

Hi,

I run an IT Services Company and have been looking at ways of generating a bit more business. I am looking to target SME's

I am looking for some advice on what the best method of advertising for my business would be, I have previously done mail shots, and leaflets but neither with any success.

I have been thinking about using telemarketing to generate leads, as I don't think I could sell anything over the phone as each clients needs would be different.

Any advice/ideas would be much appreciated

James

 

James

Happy to have a chat about the marketing route. Take a look at our website, and more importantly our client list and you will see we have experience within IT.
If our interested let me know and I will give you a call.

Michael

 

[wecandobiz]

My other company specialises in lead gen for software and IT services companies. Check us out at http://www.ENTELEGEN.com.

Feel welcome to give me a call on 0800 177 7047 or pm me your details and I'll call you.

IH

 

[nicola jane]

James

We also have experience of telemarketing in the IT industry and would like to say it is a very effective way to reach new customers. We are currently assisting a company who has never used telemarketing before to enable them to reach new customers as well as cross selling to their existing customer base.

There are plenty of guys here to give you advice but feel free to give us a call if required.

 

[PureIT]

thanks for all the replies most useful

 

[telemax]

Hi

I've run several successful telemarketing campaigns for IT maintenance companies, all targeting SME's. All of these have been in different areas of the UK and for different lengths of time, and all have produced good results ie paying business, therefore it can be said that Telemarketing definitely works.

However I'm not saying it's easy. We engaged in at least 100 calls every day, gathering email addresses wherever possible and using emails to support the phone campaign.

For your business I would only call companies of between 5-30 staff, less than that it's a mate dealing with the network. More than 30 means a full time IT person there already. Also it's best to leave schools, libraries, local government out of it.

Most people will be happy with their current IT company, this is part of the challenge to use your USP's to get in front of them and qoute. As I said I've had lots of experience telemarketing in your field, so feel free to PM me even if it's just a little advice you are after.

All the best

Jonathan

 

[PureIT]

Thanks for your reply telemax - I hear what you are saying and take that on board. Are you saying this is where I am most likely to acheive the best results from companies with 5-30 employees?

From my own experience yes companies may already have some IT services but they are often poor and I have seen some shocking examples. I was thinking of offering a promotion such as 1 month free trial. Is this a good way to get a 'foot in the door?'

 

[wecandobiz]

You may also want to try social media marketing by the way. This has a smaller cost associated with it -- your own time basically -- and can prove a great way of generating leads in a more targeted way that is perceived as gentler by your targets too.

IH

 

[nicola jane]

A free trial is always good. We tend to have a promotional email ready as well and send these when we have established contact. We also make 100 calls a day and it is fruitful, but like Jonathin states it isn't easy but an experienced telemarketer with a good grasp of your offerings will make this effective and should be able to arrange for plenty of take up on the trial as well as arranging for comparative quotes. Good Luck.

PS. Did you mention exactly what you are offering.

 

[telemax]

Thanks for your reply telemax - I hear what you are saying and take that on board. Are you saying this is where I am most likely to acheive the best results from companies with 5-30 employees?

From my own experience yes companies may already have some IT services but they are often poor and I have seen some shocking examples. I was thinking of offering a promotion such as 1 month free trial. Is this a good way to get a 'foot in the door?'

Hi

Absolutely 5-30 employees equals your ideal customer. When I say that I mean office based employees, ie most of them will have a PC. There are factories etc which may have 30 emps but only 2 PC's, these are not worth it.

As for a free trial, in my opinion a big NO WAY in your business. Not only are you opening yourself up to being taken advantage of, but you are also devaluing your services. Never sell on being the cheapest or free.

Jonathan

 

[nicola jane]

Hi

As for a free trial, in my opinion a big NO WAY in your business. Not only are you opening yourself up to being taken advantage of, but you are also devaluing your services. Never sell on being the cheapest or free.

Jonathan

I suppose it depends on what the offer is and how it is handled. Some of the big IT companies offer a 60 day free trial and this doesn't devalue the product. In my experience it opened up the doors to potential customers that percieve the product to be out of their price range so wouldn't have considered them without the telemarketing offer and free trial. After the trial they are then signed up and everyone is happy. It really does depend on what you are offering i.e. one months free PC maintainance wouldn't work but 30 days free remote backup service would.
This is only my own opinion of course.

 

[PureIT]

interesting points from you both - I don't normally offer any free promotions as i do feel that you get what you pay for. I think that in the service industry where you are not actually offering a product it's much more difficult to prove how much better you are than the competition until you actually are taken on to do the job.

Saying that perhaps offering something like a Free apprasial of their IT systems you could actually show them (on paper) how much better it could be if you did this or did that?

What's your thoughts?

 

[telemax]

A free appraisal is actually an excellent selling point, it gives you a reason to get in front of them and qoute.

 

[superwoman]

I run a telemarketing business & would be happy to undertake a project for you, feel free to give me a call on 01376 573760 Alternatively I am happy to give you a call.

kind regards

Sue Ellen

 

[Xpertweb]

How much would it cost for a telemarketing company to ring about 50 businesses and try and make a sale or an appointment? PM me with price.

I could also supply information for businesses.

David

 

[superwoman]

Unless they are exceptionally well targeted & I mean exceptional, then its no good ringing just 50 companies. You & the telelmarketer would be setting themselves up for failure.

I am sorry I dont understand what you mean by "I could also supply information for businesses." do you mean as a product or that you would supply the telemarketer with information?

Give me a ring if you want to talk about this some more, 0ffice hours 01376 573760

regards

Sue Ellen

 

[Xpertweb]

I can supply the information about the businesses which includes business name, address, phone number, how many staff they have, average turnover, company director/ propritor etc...

They are new businesses and some relocated.

Let me know your thoughts.

David

 

David

As Sue mentioned 50 is not even close to the number of companies you need to call to generate opportunities from, especially if you have had no previous relationship/communication with them. Telemarketing is not a quick fix it is a process like any other and takes time to generate opportunities for now and the short,medium and long term future.

Take the advice I, sue and others are giving you or you could end up wasting a lot of your own time.

Michael

 

[Xpertweb]

I haven't only got 50 that was just so I could have a quote on that many.

I personally ring them and generate sales off the information i'm provided with and if a telemarketing company can't then they have a problem as I'm not even a sales professional.

A quote was all I was looking for not advice.

Thank you.

David

 

[telemax]

I've handled some very recent campaigns regarding web design companies including a UKBF member earlier this year. However Telemarketing was only part of the offering it was backed up using an email campaign.

Lots depends on what end of the market you are aiming at. I would suggest if your web sites are sub 600 pounds ish to call guest houses, small hotels, hairdressers independent car dealers etc, These are great , as the decision maker is easily reached and believe it or not there are many of these businesses without a site or who still have something very mediocre.

I've had a lot of experience at these types of campaigns but am in no way the cheapest company you will find out there, because we are very thorough and include emails and many call backs, we are even happy to help you close deals.

Even so it may be worth PMing me, so I can at least give you some pointers in the right direction

All the best

Jonathan

 

[Xpertweb]

I've handled some very recent campaigns regarding web design companies including a UKBF member earlier this year. However Telemarketing was only part of the offering it was backed up using an email campaign.

Lots depends on what end of the market you are aiming at. I would suggest if your web sites are sub 600 pounds ish to call guest houses, small hotels, hairdressers independent car dealers etc, These are great , as the decision maker is easily reached and believe it or not there are many of these businesses without a site or who still have something very mediocre.

I've had a lot of experience at these types of campaigns but am in no way the cheapest company you will find out there, because we are very thorough and include emails and many call backs, we are even happy to help you close deals.

Even so it may be worth PMing me, so I can at least give you some pointers in the right direction

All the best

Jonathan

Thanks for this, Jonathan.

I already have a few bed & breakfasts and guest houses and also car dealers which is a good selling point.

I will PM you tomorrow.

Thanks again.

David

 

Id suggest speaking with Telemax on this one as he seems best placed to help

Michael

 

[Xpertweb]

Id suggest speaking with Telemax on this one as he seems best placed to help

Michael

Thanks for your help.

David