More sales
for IT companies
Many IT companies communicate their solutions in technical detail - but that alone is not enough to increase sales. It is crucial to focus on the target groups and their specific needs. An IT product doesn't sell because of its features, but because it solves problems and brings real benefits to users in their area. So what can you do to let them know about it?
Rethinking target groups: IT for specific industries
Instead of offering solutions for companies in general, IT service providers should customise their communication to specific industries and their users.
One example: IT for doctors and practices
- What are the challenges for this target group in the area of IT: data protection, patient management, lack of time
- What solution can IT offer you here? Efficient practice software, automated appointment scheduling, GDPR-compliant data security
- What are the benefits for the customer? More time for patients, less administrative work, secure systems
The same principle can be applied to tax consultants, craft businesses and many other companies - with messages tailored specifically to them.
From feature thinking to benefit communication
Instead of talking in general terms about ‘cloud solutions’ and ‘automation’, the communication could read, for example:
„Our software saves medical practices up to 10 hours of administrative work per week.“
„Our IT solution reduces waiting times and increases patient satisfaction.“
Because people don't buy technology – they buy results and benefits.
Using content marketing as a sales booster
Many potential customers are not aware that they need the exact IT solution that your company offers. With targeted content marketing, you can build trust, show expertise and pick up your target group exactly where they are looking for solutions. These measures will help:
- Case studies & success stories: Show how the IT solution has helped other companies
- Webinars & blog articles: Share your expertise and build trust
- SEO optimisation: Be found better with industry-specific keywords (‘IT for medical practices’, ‘software for tax consultants’)
Share experiences & encourage recommendations
Recommendations are crucial, especially in the IT sector. Potential customers rely on the experiences of others – be it through reviews, testimonials or personal recommendations. A convincing social proof concept (people base their behaviour and decisions on others) can help to create trust and positively influence purchasing decisions.
Actively ask satisfied customers for reviews, publish success stories and use LinkedIn or other platforms to present customer testimonials. A credible testimonial can often be more convincing than any traditional advertising message.
More sales through targeted communication
IT companies that are clearly orientated towards the needs of their customers not only increase their turnover, but also build long-term customer relationships. The future belongs to those who not only sell IT, but also offer real solutions for specific industries.
Do you want to market your IT services better? We are happy to help! Contact us for a customised strategy.
