Asking for referrals is a key MSP marketing technique that can help you reach new clients. The vast majority of managed service providers fail to ask for referrals; thus, limiting the growth of their company. The best time to ask for a referral is after the completion of a successful job. Continually doing this after each task will enable your customer base to grow at a much higher rate than just relying on word of mouth.
How to Ask Customers
Many managed service providers struggle with asking for referrals because they have never been trained and, as a result, they feel uncomfortable. Fortunately, the vast majority of people are willing to help others and are much more likely to refer your services to another business upon the successful completion of their job. Usually, the best time to ask a client is during the final meeting. Over time, you will notice an increase in customers if you make this a routine in the last meeting of each client. Each time you will become more comfortable with asking each customer and it will eventually become natural.
The Use of a Script
Using a script can be helpful until you are entirely comfortable with this important MSP marketing technique. The most effective way is to be sincere and direct to each client. For example, you can say “We have enjoyed working with you and we’re happy that you are satisfied with our work. If you don’t mind, we would be pleased if you can refer us to anyone that you know that needs the use of a managed service provider. Would you mind if we leave a few business cards to you?” This simple exchange is extremely effective and will become much easier over time.
Always ask for a referral face-to-face because it is more respectful and has a much higher success rate. The only time you should ask for a referral over the phone or through e-mail is if face-to-face meetings are rare or difficult to arrange. As you know, people are much more likely to help you if you are with them in person instead of talking to them over the phone. It is also a good idea to never ask for a referral whenever you are issuing a bill. Instead, ask during the final meeting after everything has been completed.
Asking for referrals can benefit your MSP business and is an essential process of MSP marketing. You want your client base to grow with your company, and aside from other effective strategies such as SEO, the only way you could achieve this goal is to get referrals from satisfied clients. This will result in higher sales and, ultimately, success in your MSP company.