Sales & Marketing Tactics for SaaS, IT Firms, and MSPs: Tactics For Results in 2023

A mentor once told me that there’s no such thing as content that’s too long, only content that’s too boring.   

She was right.  

Think about it…some of the BEST blog pieces I’ve ever read are longer ones.  

And some of the BEST books I’ve read are ones that didn’t take me a weekend to consume. 

Make sense? 

After all, what good is short content if it doesn’t provide value through a step-by-step process that shows your ideal buyer what life is like AFTER working with you and your IT firm? 

Here are some additional sales and marketing tactics to drive sales, leads, and success in 2023 and beyond. 

Leverage the right digital marketing platforms  

IT firms must focus on leveraging the power of specific digital marketing platforms to reach and engage with their ideal buyers in 2023 and beyond.   

This includes investing in content creation, social media platforms, search engine optimization (SEO), and email marketing.   

In order to grow your IT services business, you must have consistent marketing on these digital platforms that accomplish three things in your brand messaging.

You need content that:  

• Builds trust to grow your brand.  
• Shows how to solve problems.   
• Shows your ideal buyers what life is like AFTER working with you.   

Here’s some stats to think about as you dive into this process:    

• 50% of your buyers buy from marketing emails at least once per month. (Salecycle, 2022)  
• 60% of businesses are personalizing emails based on buyer profiles. (Litmus, 2020)  
• More than eight out of ten buyers will open a welcome email, generating 4x as many opens and 10x as many clicks as other email types. (GetResponse, 2020)  
• 59% of buyers say that marketing emails have influenced purchases. (Salecycle, 2022)  
• 71% of B2B tech firms say content marketing has become more important to their organization in the last year. (ChannelPro)  
• 57% of B2B marketers expect investment in social media/community building during 2023, up from 37% the previous year. (Content Marketing Institute)  
• 89% of B2B content marketers use short articles/posts to promote their brands, build audiences, and generate leads. (Content Marketing Institute)  

Create consistent content on these platforms, showing what I mentioned in previous emails, and you’ll be headed in the right direction.   

Develop a personalization strategy   

Personalization is key for MSP’s when it comes to providing a great customer experience.  

IT firms need to focus on developing a personalized approach for their customers by utilizing data collected from various sources, such as website analytics or demographic information from online tools like LinkedIn Sales Navigator. 

By understanding each customer’s wants and needs, your tech business can tailor your communications, accordingly, leading to higher levels of engagement and conversions.  

1. For example, start with segmenting your email lists by industry, so the messaging you send them is specific to their needs.    
2. Categorize blog content and video content on your website, so your audience can easily find information that helps them make a good decision when choosing to buy your services.   
3. Leverage premium content, such as e-books and downloadable case studies, that are geared for specific buyers about a specific problem you solve with your tech stack. An example would be an e-book about How Healthcare Practices Avoid Ransomware with These Five Tips.   

Personalization is really, really, important.   

Recap  

In order to grow your brand, create consistent marketing on digital platforms that accomplish three things:  

• Builds trust to grow your brand.  
• Shows how to solve problems.   
• Shows your ideal buyers what life is like AFTER working with you.  

Create a website and brand voice that clearly communicates what you do, how you do it, and what life is like AFTER they work with you.   

Then, leverage email marketing, leverage email marketing, leverage email marketing. (Did I say it enough)? 

Personalize your content to position yourself as THE in-house expert, not a generalist.   

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