Is generating more leads for tech companies your top priority for this year?
If you work in the information technology space, you know that lead generation can be challenging. You also know how important it is to generate quality leads if you want your business to be successful.
Discover everything you need to know about lead generation for technology companies — including 16 strategies for successful lead generation — below.
How Does Lead Generation for Technology and IT Companies Work?
The standard process of lead generation for tech companies involves these steps:
- Identifying Your Ideal Customer: Define your ideal customer profile (ICP). Include things like industry, company size, and any specific pain points your customer might have.
- Attracting Potential Customers: Once you know your ICP, you can develop targeted marketing campaigns to reach them.
- Capturing Leads: You should also provide ways for potential customers to express interest and share their contact information.
- Nurturing Leads: Once you have captured leads, nurture them with relevant content and communication to move them further down the sales funnel.
Steps to Generate Leads for Tech and It Companies
Now that you know how lead generation works, let’s get into specific strategies you and your team can implement. Here are 16 practical tips to generate leads for tech companies:
Set Objectives and Key Results
The first step to effective lead generation for tech companies is to set objectives and identify clear key results.
Objectives are the goals you want to achieve (e.g., increase leads), and key results are the specific metrics you’ll use to track your success (e.g., increase leads by 30% by the end of this quarter).
Adapt Strategies to Your Target Audience
Your next job in lead generation for technology companies is to build strategies specific to your target audience. This means you need to get to know your target audience well and build buyer personas.
Analyze data and learn about your ideal clients. Where do they work? What is their age? Where do they live? What is their industry?
Do Cold Calling
Cold calling is a valuable tool for lead generation for tech companies. Here are a few tips to make cold calling a little easier:
- Do your research: Learn about the prospect’s company, industry, relevant challenges, etc.
- Focus on value: Don’t just talk about your product or service. Explain how it can solve the prospect’s specific problems and improve their business.
- Ask open-ended questions: This gets the prospect talking and helps you understand their needs better.
Use Intent Data
Intent data helps you predict which companies are actively researching products or services similar to what you offer and gives you valuable insights into their purchase intent.
You can collect data from your website and marketing campaigns (first-party data) or purchase it from a data provider (third-party data).
Build a Content Strategy
Well-crafted content helps you build credibility, provide value to your target audience, and boost your search engine ranking — increasing the likelihood that people will find your website and want to learn about what you offer.
Create Engaging Landing Pages
A landing page is designed to convince someone to take a specific action, such as sign up for your email list or purchase a service you offer.
How do you make your landing pages more engaging? Focus on engaging headlines that make your target audience want to take action. Include compelling visuals and a strong call to action (CTA), too.
Use Videos
If a picture is worth 1,000 words, a video is worth a million. Videos on your landing pages, social media accounts, and website can catch people’s attention and make it easier for them to learn about what you have to offer.
Buy Lead Generation Services
Investing in lead generation services — such as cold calling services and appointment-setting services — can help you see more progress sooner.
Look for experienced professionals with positive reviews and case studies backing up their methods. Remember that not all lead generation services are created equal.
Ask Your Customers for Reviews
Social proof is a powerful tool for B2B lead generation for technology companies and for growing your business.
Ask your existing customers to leave positive reviews sharing the benefits of your IT services and speaking about their experience working with you. You can use these reviews on your landing pages, social media, and marketing content to catch people’s attention and add credibility to your brand.
Offer Free Trials
People might be wary of investing a large amount of money in your IT services right off the bat. If you give them a free trial, though, they get a chance to see how your services work (and why they’re beneficial). This evidence, in turn, may encourage them to pull the trigger and buy what you’re selling.
Host Webinars
Another tip for lead generation for IT companies: host regular webinars and address common issues that affect your target audience (this is another place where knowing your ideal customer comes in handy). Webinars allow you to demonstrate the value of your products or services and answer people’s questions directly.
Work with Influencers
Influencer marketing can also be helpful for IT and technology lead generation.
Influencers are individuals with significant social media followings. When you partner with them, they promote your products or services in exchange for a fee. This gives you access to their audience and an opportunity to reach people who might not have known about your offerings otherwise.
Run Email Marketing Campaigns
Email marketing campaigns allow you to reach your target audience where they’re already spending time — in their inboxes.
How do you get people to sign up for your email list? Use an online opt-in form, offer a lead magnet, such as a free eBook, or run social media promotions.
Use Social Media Platforms
Focus on the social media platforms your ideal customer will most likely use. For example, when it comes to B2B lead generation for technology companies, X and LinkedIn may help you connect with your target audience more than TikTok or Instagram.
Conduct Surveys
Surveys help you get to know your target audience better. The more you know them, the easier it is to create content that resonates with them and encourages them to take action. You can conduct surveys through social media, email, or over the phone.
Monitor Performance
You’re more likely to see continuous progress if you monitor the performance of your email campaigns, landing pages, etc. Keep track of what’s working and what’s not for lead generation for IT companies, and then do more of what’s helping your business grow.
Key Takeaways
Lead generation for IT and technology companies might seem like a daunting task at first. If you follow the tips and strategies shared above, though, it’ll be much more manageable.
Of all the suggestions mentioned in this guide, investing in lead generation services is one of the most effective. That’s where our team at Leads at Scale comes in. As a B2B Lead Generation Agency, we are here to help you expand your business and achieve your goals.
Contact us today to get an estimate.
