You had a vision to start your own IT agency to service the clients abroad. You have a core IT team with years of experience. You are convinced that you can tackle any challenge that the client throws at you. But you ended up facing the same issues that most of the motivated IT agencies promoters face. You struggle to get a streamline flow of high ticket clientele.
I am sure this article will help you. First of all let me introduce you to one of the core marketing concepts known as AIDA. AIDA is an abbreviation of Attention, Interest, Desire, and Action. After the introduction to the fundamentals of AIDA we will try to strategise the implementation of AIDA to IT services agency business. This will be the ready to refer steps to be followed for any IT related service provider.
AIDA believes that a customer follows a sequence of steps before final conversion or completion of transaction. This model is built upon the concept introduced by Demetrios Vakratsas and Tim Ambler,in the article "How Advertising Works: What Do We Really Know?. It explains how consumers move through a series of Cognitive (thinking) and Affective (feeling) stages culminating in a Behavioural (doing e.g. purchase or trial) stage
There is little chance that your prospect is already aware about your presence or your offerings. The focus is on introducing the prospect to the category/product/brand of your offering.
Once the prospect is aware of the product or service or category, at the next step the prospect shows interest by knowing more about the brand, benefits of availing the service, and analysing its utility in life/business.
The prospect starts to roll down the road, showing favourable intimations towards the brand/ service/ product completing the deal.
Completing the purchase.
Create captivating content showcasing successful projects, innovative solutions, and client testimonials on various platforms like LinkedIN and X.
Utilise targeted advertising on search engines, social media and industry-specific websites to reach potential clients.
Participate in relevant industry events, conferences, and forums to increase brand visibility and network with potential clients.
Implement search engine optimization (SEO) techniques to ensure the agency's website ranks high in relevant search results.
Develop case studies highlighting the agency's expertise in solving complex problems and delivering high-quality software solutions.
Offer free resources such as whitepapers, eBooks, or webinars discussing industry trends, best practices, and emerging technologies.
Provide interactive demos or trials of the agency's software development process to showcase capabilities and expertise.
Engage in personalised email marketing campaigns to nurture leads and provide relevant content tailored to their interests.
Highlight the unique value proposition and competitive advantages of the agency, emphasising cost-effectiveness and quality assurance.
Offer incentives such as discounts, extended support, or additional features for early adopters or long-term partnerships.
Showcase success specific stories and client testimonials to build credibility and demonstrate the positive impact of partnering with the agency.
Provide clear and transparent pricing models, along with customizable solutions to meet the specific needs of potential clients.
Implement clear calls-to-action (CTAs) across marketing materials and the agency's website to encourage inquiries and consultations.
Streamline the lead generation and conversion process by offering easy-to-use contact forms and scheduling tools for consultations.
Offer a limited-time promotion or incentive for prospective clients who sign contracts or agreements within a specified timeframe.
Establish a responsive and efficient sales team to promptly follow up on leads, address inquiries, and guide potential clients through the onboarding process.
Utilise customer relationship management (CRM) software to track leads, manage communications, and streamline the sales process.
Offer flexible payment options and terms to accommodate varying client budgets and preferences.
Provide a seamless onboarding experience, offering comprehensive support and guidance to clients transitioning to the agency's services.
Encourage referrals and word-of-mouth marketing by providing exceptional service and incentivizing existing clients to recommend the agency.
I hope this post provides you with the information and the confidence you need to get success in the field.
Pearsystem | Your trusted IT Partner since 2012
