If you are like some IT companies that I call “The Unequipped” you occasionally ask yourself the following 3 questions:
- “How do I find more people who are interested in buying what I sell?”
- “How do I make people genuinely interested in buying (without being salesy)?
- “How can I do it again and again so that I can build a 5, 6, or 7 figure business?”
The reason why most software and IT companies struggle with getting clients is because of the following:
- IT businesses do not market at all
- These businesses rely on luck, hope, and/or referrals
- They join B&I groups, Chamber of Commerce, and other networking groups explaining what they do, hoping others see the value in their product
- Just do not have the resources
- Too busy servicing existing clients
- These software companies are truly innovative and really understand the importance of a customer and going above & beyond for them
- Business development usually falls on the CEO who is wearing too many hats to dedicate his valuable time marketing and developing business
- By the time it is at the end of the day, they may make some half-effort to reach out to someone on LinkedIn, or do some cold calling of a lead they met 5 weeks ago
- They market to everyone so they end up not marketing to potential customers
- These IT companies make an effort to market but they do not understand the importance of market research or who their ideal client is
- They are looking for the CTO of a Food & Facilities Company with no more than 10,000 employees, but they spend much of their time taking account managers too expensive lunches trying to build relationships
- They fail to understand that less is indeed more and if they would take a step back to identify a common theme among their current customers, they would realize who their best customer is and how to speak directly to that ideal customer
- Their message sucks
- A huge problem in the IT industry is that the businesses realize that the average person has no clue what a yoyo mode, TMI, or Just-in-time (JIT) means so they try to sell facts instead of features
- All content needs to be aimed at the problem your technology solves and what it means for the customer
- Customers do not care the average bandwidth speeds all the customer cares about is their problem, results, and how quickly can you get them their
- They do not invest money to create a customer
- If you have a business and cannot afford to pay to get a customer, YOU DO NOT HAVE A BUSINESS
- The IT businesses who are growing at a constant rate, know to the dollar how much it costs to generate a customer.
- They have marketing and automotive systems that produce and attract leads and potential clients with predictability and demand.
If you found this information valuable and want to learn more, check out this free training => How To Get More Clients For Your IT Business
