How can I acquire new clients in the IT Industry?
I work for an IT Staffing firm. How can I acquire new clients in the IT Industry? What are techniques that can help me attract potential clients and maintain customer relationships? Any advice would be great!
You can take a bunch of random thoughts and ideas or you can learn and use a selling process from prospecting through post sale. Don't sell on ideas or tricks or occasional "good ideas" like events or networking. Acquiring clients is better the result of planning behaviors, executing techniques and diligence than picking up tips that work here and there
start observing closely the client in target, understand their behaviour, pattern, requirement, values and vision, mission. try to fit into this spectrum, establish formal or informal communication specifically on their requirement , expectation and "what is specific " type of input you can provide. keep this broadcast of interesting information and other useful tips of industry trends etc.
It might benefit you to specialize into a niche and develop expertise in that area.
Here are some examples:
1) (nearly) obsolete programming languages such as Mumps, Forte, Cobol, etc.
2) Platform-based such as SAP
3) Technology-based such as cloud or big data
4) Vertical - such as pharmaceutical, insurance, non-profits, etc.
As you likely already know, the larger companies may have an authorized list of recruiters. This will require first getting on the list and then respond to job postings. In this scenario you can be assured of significant competition for openings as well as "a level playing field".
One of the best way to acquire clients is by getting well known on forums. MosaicHUB and other forums the revolve around IT questions are a great platform to showcase how well your company can help other businesses.
Networking is fine, but you have to be in the right place at the right time. Meet-Up and EventBrite, will put you there. Look for IT events where you can attend events that people in IT attend. Talk to those people about how they acquire talent in the specific fields of IT. While they most likely will say networking, then ask them to give you two(2) names of either other staffing IT firms (so you can potentially see what they are doing, or other IT people so you can ask them WHO they would use as a staffing agency and why?
Information Technology and Social Media Networking and blogging what you know. Showcase your strengths and weaknesses and what you are doing to become better and more rounded in the IT industry.
Don`t over technolize or speak geek be human and explain what you can do as though you are recruiting to teenagers at a highschool.
Explain the various types of ITs and what each does and why they are important.
You want to draw individuals in to the field with a passion and a strong sense of responsibilty and respect for the Information Technological fields and the vast opportunities.
I agree with Deaver, plus the aspect of the rest that say you're not going to do this with SEO. If you don't have a track record, you're going to have to know someone who trusts you enough to let you place 1 or 2 people. If you can't do that then find and work with some small businesses in the contract space who can't ramp up for themselves. You may have to do it on a handshake basis for little or nothing - at this point, a solid reference is worth a whole lot of compromising on your fee.
Start a blog and regularly post articles to it on your area of expertise to show that you are an expert in the field. Alternately, use forums to answer questions related to IT. Provide a link to your website or information about your company in order to enable potential customers to contact you.
Show case your IT skills, i.e. what exactly in IT industry are you good at? An example of your product, services and how these adds value to a business. Market your products and services, build on your referrals. Marketing and networking is prime.
Start with one sponsoring client from you past experience. This is both your cash flow and your future reference. The second customer will respect this. Don't start without a sponsor. Many companies prefer "One man bands" as they used to call it starting with Robert Townsend in one of the first business best sellers, up the organization. My experience with one man, and now woman, bands is outstanding IF i had worked with the person before as part of another organization.