Today, companies successfully employ a variety of marketing methods, such as online advertisements, email campaigns, and pro-bono work in order to promote their products. Although these same methods are available to companies that are trying to promote their services, success is not guaranteed.
When it comes to marketing, promoting a service can prove to be more difficult that promoting a physical product. As a predominantly service-based company, your IT consulting firm needs a solid foundation before you start marketing your services. In order to do that, you must be easily accessible for your clients, demonstrate credibility, and establish your firm as a trusted source.
Here are a 5 more suggestions that you can incorporate into your firm’s marketing mix.
Gaining visibility in your industry is a critical first step. One way to do this is by contacting and maintaining a good working relationship with professionals in your industry. Professional networking goes beyond handing out your business cards. It involves aligning your firm with people and companies who can provide referrals, introduce you to new developments, or suggest different ideas.
Starting your own network is not a very easy task, but there are various ways to go about it. One of the most effective methods is to use the opportunity provided by various seminars and conferences in your niche or the larger IT industry. Several industry representatives attend these events and it becomes a lot easier for you to build more contacts by joining groups and interacting with event attendees.
Building A Partnership
Another way to gain visibility is through building partnerships. New partnerships can lead to good contracts in the long run. You can partner with other organizations in your industry, companies that complement your service offerings, and other agencies.
Many big companies now opt for agencies to manage their vendors as it eases the amount of contracts they have to negotiate. The agencies can use you for the work and simply bill the client. However, while entering partnerships with agencies, you should see to it that the agency is involved with companies that you would like to work with. Also, make sure that the work the agency provides is similar to what you do, otherwise you will have a tough time trying to sell your services.
In addition to increasing your firm’s visibility, it’s also important to attain credibility. The most efficient way to build credibility for your IT firm is by producing good work, meeting the goals of your clients, and consistently offering customers something of value. Subsequently, you can build word of mouth campaigns, which are also very effective. These steps work well if you have already made yourself visible in the market, otherwise consider public speaking and writing opportunities to help you establish a reputation as an expert. Conducting workshops, speaking at events, and participating in an industry panel are other ways in which you can demonstrate your knowledge and expertise.
Your Local Community
Many firms tend to ignore meetings at the Local Rotary or Lions Club. Mid-size business owners can be present at these gatherings. Having the right impact at such gatherings can help you generate leads that secure future clients.