Your MSP business can achieve a sort of metaphysical marketing “cold fusion” which is self-sustainable, and doing so relies strongly on the sort of reviews and referrals you’re able to get from clients.
How to Get Effective Referrals
A referral where an existing client recommends your products or services to a new client represents one of the best means of growing your business out there.
When a satisfied client brings in another party, that second party is trusting in them, and by proxy in you. They’re primed to appreciate what you do.
Accordingly, you want to treat every client in a way that makes them most likely to refer friends and colleagues to your MSP. Here are a few ways to do that:
Carefully Husband Relationships After Conversion
Your MSP business needs to look at conversion as the first step in a relationship with no end in sight. Certainly, you should design protocols for when clients decide to end their relationship with you, but these should be contingencies, not primary considerations.
Once a client has converted, there’s a strong temptation to set them up with service and forget about them. This is a terrible idea. Check in with them regularly, send out emails, and make a practice of periodically checking the “pulse” of all your clients.
Restart the Buyer’s Journey When They Become a Client
Look at conversion as a restart of the buyer’s journey, only this time the steps are leading them to become more integral clients of your MSP. As you do good for them, they’ll be able to expand.
If they expand, they’ll need new products and services. If you’re doing a good job, that will help them expand. Their growth will fuel your growth, and vice versa. Accordingly, they’ll be apt to recommend you to other prospects.
Know What Clients Want, Need, and Struggle With–Answer These Things
Get into the heads of your clients. Keep careful data on them. Know their pain points. Have solutions for all the problems they face in terms of technology, and try to anticipate as much.
When an MSP business fundamentally understands clients, treats conversion as a restart of buyer journeys, and carefully maintains post-conversion relationships, it primes clients to refer your products and services naturally. Do this right and you’ll have a self-sustaining referral program that may even allow you to diminish marketing expenses.