Most IT services companies want, and need, more clients. The trouble however is that very few consistently transform their leads into clients. In this post, we’ll look at three relatively simple solutions.
1. Invest in Creating Persona-Centric Remarkable Content
With 57% of the typical sales cycle over before most B2B decision makers talk to any IT services companies, it’s critical for your company to get found early on while prospects are researching board-based problems.
However having a blog or some thought leadership content is no longer a novelty. It’s simply the price of entry. In other words, without a blog and thought leadership content, your company doesn’t get to enter the conversation until the prospect has already made up nearly 60% of their mind.
With so much content saturation out there, billions and billions of web pages, you can’t afford to put up lousy content on your website. If you do, your ideal buyers will back button out of your website faster than you can hit Ctrl + Alt + Delete.
What’s the solution? Create remarkable content that your ideal buyers will actually want to read. And make that content so remarkable that your readers feel compelled to share that content with their friends.
When you have a crisp definition of who your two or three most important ideal buyers are, you’ll want to formalize a buyer persona for each. A persona is simply a semi-fictional representation of one of your ideal buyers.