Prospecting for new clients can be a real challenge for companies that want to attract new customers. Due to the high competitiveness in the sector, many companies have ended up facing a real war between businesses that provide technology services and offer resources focused on digital security. For this reason, attracting new clients in the IT area demands a joint effort and the implementation of optimized strategies.
We need to understand that tools and resources geared towards customer prospecting in other sectors cannot always be applied to the IT field. This segment has been experiencing meteoric growth, mainly due to the increasing need for resources focused on cybersecurity .
Alongside this growth, numerous businesses have emerged offering a wide range of technological solutions to meet this demand . To help position your company in the market, we have developed this material with 5 essential tips for attracting new clients in the IT field.
The growth of the IT sector
Running a business involves numerous tasks and demands on managers. As a result of this large number of tasks and responsibilities, businesses find it difficult to attract new customers.
And in the technology sector, this reality can be even more complicated. This is because finding companies that offer technological solutions has become very easy, making it necessary for current businesses to find ways to stand out in the market and offer secure and efficient solutions for consumers.
Check out the Canaltech podcast episode below and see what the IT job market is like in 2023:
Here are 5 tips we've prepared for you.
1. Build a strong and distinctive brand to stand out
Market positioning, especially for security and technology companies, is a fundamental aspect. Companies that want to attract new customers and gain a competitive edge need to establish a strong brand.
In addition to having quality products, it is necessary for the IT company to dedicate time to understanding its target audience. This allows it to offer customized solutions to its clients' problems.
Therefore, even before worrying about attracting new IT clients, it's necessary to know exactly what this audience expects and needs from companies . Your brand needs to explicitly highlight the unique selling proposition of your solution compared to your competitors, through branding strategies.
Effective branding strategies to attract new clients in the IT field
Branding strategies are built through actions that unite your positioning and values aligned with your brand , in order to create real connections between your brand and your customers.
In other words, to structure effective branding strategies, your business needs to demonstrate why your product is better compared to competing companies. In this sense, it is essential to adopt a multifactorial approach that helps to demonstrate your unique selling proposition.
In addition to adopting a comprehensive marketing strategy, your business needs to value and invest in all customer touchpoints, from the service itself to customer support . Because more than just good products, your company needs to provide a customer journey that not only meets expectations but exceeds them.
2. Offer complete and reliable digital security solutions
It's no use investing in marketing and promoting your services if what you offer doesn't meet your customers' expectations. This means that what you offer needs to deliver, at a minimum, everything it promises. Furthermore, it's also very important that the solutions offered by your company can reach a diverse target audience , meeting different demands.
Your main showcase is the quality and variety of products and solutions offered by your business. Failing to invest in quality solutions can be a decisive factor in the continuity of your technology company.
How to strengthen customer trust through managed security services
Managed security services employ operational processes and strategies designed to ensure the security of confidential information stored and handled by a company. The emergence of the General Data Protection Law (LGPD) has led to this type of service gaining increasing prominence among businesses, mainly due to the need for information security.
Through managed security services, it's possible to establish remote monitoring of IT services, ensuring a rapid response to cyber incidents and managing the security of this sector. Thanks to these benefits, this strategy has been helping to strengthen consumer security and guaranteeing the exponential growth of IT companies.
3. Choose strategic partnerships to expand your customer base
Developing partnerships will stimulate your company to grow faster, as well as guarantee increasingly better results. Having a wide range of services can make your business complex. Therefore, with new partnerships, it's possible to increase the range of services offered, ensuring a complete solution and, consequently, greater customer satisfaction.
In addition to the dynamic exchange of knowledge and technological solutions, partnerships help in the execution of services and increased security, making your company's service even better . Besides these advantages, partnerships can also guarantee numerous benefits, such as:
- More convenience;
- Product improvement;
- Optimization of established processes;
- Increased digital security;
- Integration of information;
- Data protection;
- Process optimization.
How to establish relationships with partner companies in the IT field?
Establishing partnerships requires time and attention from the contracting company. First and foremost, a strategic analysis is necessary to identify potential gaps and areas for improvement within your business .
Based on this information, your company will be able to find resources and businesses that meet its needs and help in the development of its organization.
It's important to remember that just because a company offers a different service than you do doesn't mean it's a good business partner. Finding developers with complementary software skills is a good strategy for partnerships.
Furthermore, it is also necessary to determine if the chosen partner company can offer quality support, so that it is possible to maintain the standard of customer service that your company already offers.
4. Invest in digital marketing
Currently, it is virtually impossible for a company to survive in the market without a good digital marketing strategy. In this sense, online solutions should be implemented to help bring your company to an ever-increasing number of customers and potential customers.
For this to be possible, it is essential to inform your potential consumers about the value of your brand , your market experience, and the quality of the products and services offered by your company.
This information can arrive in different ways: whether through advertisements, specialized blogs, video content, content within specific networks such as LinkedIn, case studies, social media activity, among others.
Effective digital marketing strategies to capture the attention of companies seeking IT services
Good business happens when the right product reaches a potential customer who needs that tool . And, for this exchange to occur, it is essential to establish a digital marketing strategy aligned with your customers' pain points.
To achieve this, your business should focus on two distinct approaches: paid traffic and organic traffic. Paid traffic works through sponsorships and advertisements placed on communication channels, search engines, and social media.
Paid traffic, or advertisements, are structured to reach a target audience predetermined by your company, ensuring greater control and predictability over results.
Organic traffic, on the other hand, doesn't depend on financial investments, but rather on quality content. Using SEO techniques , it's possible to rank your articles, features, and other content to be seen by potential customers looking for your solution.
5. Stand out as a Managed IT Services (MSP) specialist
With the advancement of technology, many processes related to information technology have transformed and evolved . Managed IT services (MSPs) have gained prominence in the market by integrating an evolved model within this sector.
The biggest advantage of this strategy is abandoning the reactive approach and delivering constant monitoring of IT infrastructure, providing an increasingly rapid response. Standing out in this sector is one of the necessary factors to guarantee the greatest growth and profitability of your business.
The better prepared your company is to meet consumer demand, the better its market position and competitive advantage .
Demonstrating expertise and knowledge to attract new clients
When it comes to information security, the only thing the client expects is that the contracted company can manage resources efficiently and guarantee the security of their data .
Considering that cybersecurity breaches and data leaks have been causing significant losses for companies across all sectors, digital security is becoming increasingly essential for business success.
For this reason, it is extremely important that your business is able to offer quality products and demonstrate extensive knowledge of the sector to increase consumer safety.
Furthermore, it's important to remember that most people lack technical knowledge on the subject and seek guidance from contracted companies. This allows them to then take the necessary steps to enhance their cybersecurity.
Considering all these aspects, the more prepared your company is, the easier it will be to convey that confidence to consumers and secure your place in this market. Count on the right technology to guarantee your competitive positioning in the market and attract new clients in the IT sector.
