According to Forbes, 50% of marketers prioritize lead generation for business success. Businesses produce more than 1,800 leads a month on average, demonstrating their proactive approach to finding new customers.
If you are a growing MSP company, generating new leads is the key to your revenue growth and a smooth sales funnel.
While there are many lead generation channels, you must identify the high-performing ones that align with your MSP marketing roadmap and budget.
This blog walks you through the top lead generation channels specifically focused on MSP businesses. Read on to learn expert tips on how to make the most of these channels!
Top 7 Lead Generation Channels for MSPs
For marketers, increasing leads is a primary goal, but coming up with successful tactics is difficult. This is due to the fact that not all businesses can benefit from the same lead-generating methods and campaigns.
So, which channels will work best for your company?
Let's now examine some high-performing lead generation for IT services!
1. Content marketing and SEO
The majority of MSPs fail to see the value of trust-building and informative content.
Imagine you run a tech-savvy MSP. Instead of generic blog posts, you create a series called “Cybersecurity Bite-Sizes,” with easy-to-understand tips for small business owners worried about ransomware.
When local businesses search for answers, they reach your site because you optimized this content for keywords like "small business cybersecurity Austin."
Here is a unique, actionable tip! Launch a “Tech Tip of the Week” video series on your website and social media. Short, interactive videos are well-liked and position you as a local expert.
As Google takes notice of your new content over time, your website moves up the search results page and generates organic leads.
2. Strategic alliances and referrals
Referrals are quite valuable. Consider putting in place a structured referral scheme whereby current clients receive a discount or complimentary service for each new customer they recommend. This encourages word-of-mouth advertising and loyalty.
Additionally, you can collaborate with nearby business incubators or co-working spaces. Provide its members with complimentary IT health checks or cybersecurity seminars. Guess who a startup calls when they need a trustworthy IT partner? You.
3. LinkedIn and social media
LinkedIn isn’t just for job seekers; it’s a lead-generating tool for MSPs. The Maryland-based Brackish Security frequently shares case studies on ransomware attacks and phishing. Their posts attract engagement from local CIOs and business owners.
Similarly, you can create a weekly “Ask an MSP” live session on LinkedIn or Facebook. Invite prospects to ask questions about your IT services. This instant interaction turns viewers into leads and inculcates trust.
4. Email marketing & nurture campaigns
MSPs often overlook the effectiveness of tailored email sequences. According to Shopify, the average return on investment (ROI) for email marketing initiatives is 36 times, which means that for every $1 spent on email marketing, organizations typically make $36 in revenue.
You can create a segmented email list of potential customers who are interested in managed IT or cloud migration. Then, provide exclusive deals and customized content to draw leads.
For instance, provide a complimentary "IT Health Assessment" over email. Prospects who sign up receive a customized report that highlights vulnerabilities and a clear CTA to arrange a session. By taking this initiative, you establish yourself as a problem-solver.
5. Host webinars and virtual events
One idea is to transform webinars into a recurring series. For example, host monthly cybersecurity fireside chats with local law enforcement cybersecurity experts. This will gain you massive brand visibility.
Frame a catchy title to draw dozens of local business owners. During the session, demonstrate your expertise and offer free consultations at the end.
6. Paid advertising
Google Ads and LinkedIn ads are perfect for targeting decision-makers actively searching for MSP services. In fact, Gartner reports that paid search is now the most popular digital channel with an annual increase from 13.6% to 13.9% of overall digital spend.
Use retargeting ads to re-engage visitors who explored your website but didn’t convert. For example, if someone visits your “Free Consultation” page but leaves, show them a compelling ad offering a limited-time discount or free risk assessment.
7. Website optimization
Your website should be a lead magnet. Hence, revamp your site with clear, compelling CTAs like “Schedule Your Free IT Assessment” and embed live chat. Additionally, add a chatbot that answers common questions and captures contact info.
You can also integrate interactive readiness quizzes on your website.
After answering a few questions, visitors get a personalized report that highlights their risks and includes a call to action to schedule a session. This fun, engaging approach increases conversions.
Scale Your Lead Generation with MSP Marketing!
A combination of inbound and outbound marketing is necessary for MSP marketing strategies to be effective.
Digital advertisements, social media interaction, SEO, content marketing, and cold outreach are all components of a multi-channel strategy. The best way is to ensure these platforms complement one another to offer prospective MSP leads a smooth experience.
Don't let irregular lead flow hinder your MSP growth. If you wish to create a successful, long-lasting sales pipeline using tested methods and expert assistance, Tactics Marketing is here to help.
From social media branding to ad campaigns, we offer end-to-end MSP marketing services for high-quality lead generation.
Book a call with us today to discover our tailored lead generation strategies!
Key Takeaways
- Implement rigorous A/B testing across lead generation channels to identify optimal messaging and creative assets
- Enterprise and mid-sized companies anticipate that their MSP partners to stay on top of technological innovations. Hence, using AI and automation can help your lead-generating process run more smoothly.
- Use account-based marketing (ABM) tactics across channels for hyper-personalized campaigns
FAQs
1. What is the best channel for lead generation for MSPs?
Email marketing, referral programs, SEO, and webinars are considered some of the top MSP marketing channels for lead generation.
2. What is the cost per lead by channel?
The amount you spend to obtain leads from specific marketing channels, such as social media, email campaigns, or sponsored search, is displayed by the cost per lead per channel.
3. Which type of content is best for MSP lead generation?
eBooks, how-to guides, case studies, and landing pages are some of the top-performing content that helps to draw the attention of viewers and scale conversions.
4. What is the difference between a lead source and a channel in MSP marketing?
Two key components in the lead generation cycle are the lead source and the lead channel. While lead channel is the platform or medium through which a lead is created, lead source is the point where a lead originates.
