How to Set Your Sights on Your Ideal B2B IT Service Clients

Seeking out the right businesses for your managed IT service offering is critical to your success; otherwise, you’ll find yourself trying to make deals with people who simply aren’t the right fit. This means that you need to seek out these businesses mindfully and strategically.

Let’s break down how you can more effectively identify who makes up your ideal audience and optimally target them. 

Four Things You Can Do to Attract Business-to-Business Opportunities

A lot goes into pinpointing which businesses would be your optimal clientele. We’ve outlined just a few of the activities here, but we encourage any outsourced IT providers to reach out and learn more about what else can (and should) be done at various points in the marketing funnel and how we can help you do so.

1. Narrow Down and Laser in On Your Ideal Customers

The long and the short of it is that—regardless of your service area or offering—there is no way you’ll be able to permeate 100 percent of your potential audience, nor should you want to, for that matter. Your core audience will be much more specific in their needs and wants.

This means, of course, that you need to find this audience. To do so, take some time to understand what your business can provide to different industry niches and the companies within them. Collecting data and cross-referencing it to identify trends and patterns can allow you to shift your messaging to resonate and communicate with your ideal customers more directly.    

2. Share Valuable Content that Touches on Their Interests

B2B buyers largely operate independently nowadays, communicating with sales teams much further down the marketing funnel than they once did and instead doing their own research and comparison shopping. To attract these shoppers, you must consider these tendencies and provide the content they seek.

Doing so should entail producing engaging and informative content, helping reinforce your status as an authority on your given subject matter and providing more to draw prospects to you. It is less about convincing your target that you are the best option for them and more about providing them with the evidence to realize that for themselves.

3. Qualify and Quantify the Benefits of What You Offer

This is how your content becomes engaging and informative for your audience. Rather than spouting off a list of industry jargon that means nothing to your contacts, you need to describe the benefits your prospect can expect from your services and solutions and how they can reduce some pain points they are experiencing. As you do so, make sure you incorporate both qualitative and quantitative expectations for them, as pairing hard statistics with more emotional and personable selling points will help cover all your bases as you work to empathize with your contacts.

4. Track Your Metrics

Finally, to determine how effective your targeted marketing efforts actually are, you’ll need to review and evaluate some of your metrics. Check where your website visitors originate from, what pieces of content were more effective in drawing them in, and—most importantly—what messages seemed to resonate with them the most.

This information can help you revise your strategy for greater optimization.

We Can Help Your B2B Marketing Efforts!

Learn more about the materials and expertise we can lend outsourced IT professionals to assist them in marketing their services today. Check out the marketing support we have available, and give us a call at 888-546-4384 to learn more!