Valens Point LLC

When you get the lead generation fundamentals right, the entire organization is lifted, you can be confident in your revenue forecast, and growth can be achieved. #techconsulting #leadgen https://lnkd.in/ewxxCw_j

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There are many channels your tech consulting firm COULD use. But there are 3 that you must optimize first to engage and grow.????????????????????????? Tech consulting firms have many marketing channels at their disposal. ·?????Paid ·?????Search ·?????Content ·?????Website ·?????Social Media ·?????Conferences ·?????Online Events ·?????Email Campaigns However, trying to enable all these channels can become complicated and non-productive. Instead, tech consulting firms should concentrate on optimizing these 3 first: 1?? Website 2?? Email 3?? Social (LinkedIn) These channels can immediately impact and be scaled as you grow. Note: Two supporting “channels” integrate with these three: content and SEO. Content is the fuel for the marketing engine, and effective SEO efforts accelerate website success. 5 Steps to Optimize Your Core Channels 1.???Ensure marketing strategy elements (ICP, Problem, Value, and Differentiation) are well-define. 2.???Your website should be designed to educate, inform, and engage your ICP. Capturing contacts and converting them to leads yields results. 3.???Email touchpoints should be personalized and aligned to the person’s buyer journey stage. 4.???Utilize social media (LinkedIn) to demonstrate thought leadership and educate and inform your ICP. 5.???Establish monitoring, reporting, and improvement plans. Proactively think through results (both positive and negative) and responses. IMPACT ? ?? Website: Positive first impressions are important. 94% of your prospects gain their first impression of your firm by visiting your website (Source: Webfx). Ensure your first impression is positive and meaningful. ?? Email: An effective email channel has an average return on investment of $42 for every $1 spent (Source: Data & Marketing Association). Touchpoints should be personalized and aligned to the buyer’s journey. ???LinkedIn: Utilizing LinkedIn as your primary social platform helps you reach the biggest audience, an estimated 200 million. 80% of LinkedIn users drive business decisions (Hootsuite). THE POINT? You don’t need to spread yourself thin and concentrate on every possible marketing channel. You’ll get your biggest bang for the buck by focusing on your website, email, and LinkedIn. These three channels are the core of successful tech consulting marketing.

I’ve seen so much wasted time, effort, and money on marketing. Tech consulting and scale-up software firms just can’t seem to stop. There is help! Recognizing the three (3) major areas of TEM waste is the start. ? Strategy. ? Lead Generation. ? Online Presence. The remedy is to do what needs to be done instead! Check out these actions to move from wasting time, effort, and money to successful marketing results (leads, revenue, and growth). #itconsulting #techconsulting

Have you heard of the "Marketing Hourglass"? Discover how this 7-stage model can revolutionize your tech consulting firm's marketing strategy! Tech consulting marketing leaders could save a lot of time and effort by using this one simple tool. It has great utility. ? An examination template. ? A customer journey roadmap. ? A content strategy guide. ? An ICP model. What is it? The Marketing Hourglass. I first read/heard about The Marketing Hourglass model from John Jantsch in his book Duct Tape Marketing. His hourglass has seven stages: Know, Like, Trust, Try, Buy, Repeat, and Refer. The hourglass – in all its variations - opened my eyes and imagination. The most impressive aspect of using the marketing hourglass is that it becomes the frame for examining sales, customer experience, content, and on and on. Here are a couple of ways I’ve used the Marketing Hourglass, and you can too. ?? Content and engagement mapping Extend the hourglass stages into a table with columns for assets, their use, and CTAs to indicate movement to the next stage. It helps you balance content production and prioritize impact. ?? Experience building Another perspective for the marketing hourglass is to work from the bottom up.? If you have a customer who refers you to others just like them, “reverse engineer” how they got to the point of being a champion. Map the stages backwards and imagine what the customer’s journey entails. What did the person expect at this stage, and what did we do to meet their expectations? Now, take what you learned and examine your existing customer journey.? Concentrate on the differences. ?? ICP building The customers who reach the bottom of your Marketing Hourglass are probably the best models for your ICP. Understanding what turns them into champions will inform your ideal customer description. The Marketing Hourglass is an excellent tool for developing marketing strategies and action plans. Thanks to DTM for introducing me to the framework! Note: The Marketing Hourglass is a trademark of Duct Tape Marketing ?