We all know that a lot of IT service companies exist. Those companies often advertise their services by cold email. Another strategy is for them to visit fairs to try and make contacts there.
Well, rather than just spamming companies every day, I like the approach of offering value to potential customers. It's a lot of additional work, but it means you don't burn through your contacts nearly as quickly as you would otherwise.
The approach works as follows:
- You pick a c-level contact at a company
- You contact the person through cold-email, but you also send something of value for them along with the email
- If the person doesn't reply, you try to contact the person again after a few days, again with something that the person would consider highly valuable
- Overtime, you give the person more space between the emails, but every touchpoint should provide a lot of value to the person.
- The probability will rise that you get a reply from the person eventually
Yes, this is a lot of work, but I actually think this approach is more healthy than just spamming 10.000 people to get 1 potential lead. Currently I cannot confirm how effective this strategy is.
Your objective as an IT company should always be to get in front of companies, that are currently looking for (or are at least open to) a new IT services provider.
