Lead Generation for Software Development Company: Know Your Target Audience

Software companies tend to have a tougher time than most when it comes to lead generation. This is due to the fact that their market is much smaller than let’s say a marketing firm. Since their business is mainly B2B, the firm needs a smarter approach to lead generation. An approach that integrates account-based marketing, a strategy that markets to specific accounts. But in order to do that, the company must know its target audience.

What is the target audience?

The target audience consists of individuals and companies that would be interested in your products or services. Rather than blasting your marketing campaign for everyone, you narrow it down to your target audience. This approach makes your marketing campaign more effective, giving you a higher return on investment. While at the same time enhancing lead generation for software development company. In order to take such an approach, you need to identify your ideal customer profile.

The simplest way to determine the ideal customer profile for your firm is by surveying your existing clients. You can approach them through the phone or email and ask them the following:

·         Which industry do they fall under? If you already know then there is no need to ask.

·         What type of customers do they typically have? This will let you get more insights on how your software helps them with their customers.

·         The size of their company? Just so you know the demographics.

·         What is the vision of the company? This gives you insights on the culture and organization.

·         How often do they look for software solutions? Giving you an idea of how often they need your services.

·         What do they look for in selecting a software provider? Lets you into their decision-making process.

·         Who is the decision maker in their firm? Lets you know which level of executives to target.

You need to get as many of your existing clients as possible to take the survey. The more data you have the better. You then look for overlapping answers and analyze your data. The analysis will help develop the firmographics, industry, and type of businesses you should target.

When it comes to lead generation for software development company, knowing your target audience is key. Having an ideal customer profile will allow you to enhance your account based marketing, which overall will generate more leads for your business.