Good MSP marketing practices are essential if you would like your IT business to continue growing. In the past, managed service providers were prosperous because the market was not competitive. Over the years, more individuals have gained knowledge and experience in the sector. Therefore, there are numerous tech companies which are capable of providing these services to large, medium and small businesses.
Therefore, if you want to stand out, you should invest significant resources to marketing. There are multiple marketing techniques that you can utilize in popularizing your brand. One of the most reliable methods is through referrals. This is the most reliable way to get new clients, especially in comparison to following cold leads. Here are some simple guidelines to help you advance your MSP business by harnessing the power of referrals:
Choose Your Referral Sources
The most convenient source of referrals for your MSP operation is your current customers. In simple terms, these businesses which have engaged your IT support services understand the benefits of choosing you over your competitors. Therefore, they can provide referrals with confidence. However, you should not passively wait for your clients to independently sell your services for you.
You should make a request for the referral via a phone call or an official referral request letter. It is also important to consider getting referrals from businesses that did not choose your IT support because the match was not logical or practical. They can help you get connected to other commercial operations that they know would benefit from your specific range of services.
Make a Referral Agreement
When you get a new customer for your MSP business, you should consider making an arrangement for a referral. Typically, there are numerous factors and requirements that you must discuss before you start the actual work for the pertinent commercial operation. These include payment arrangements, the client’s expectations and your projected timeline for results.
Other additional arrangements which might seem less important should also be discussed at this stage to avoid confusion in the future relationship. This is a good opportunity for your business to get a promise for a referral. You should not demand a document immediately or become pushy. Instead, consider attaching the agreement to your professional results.
Use Your Online Connections
Professional online platforms are ideal for forming business connections. Most companies have popular online profiles in networks such as LinkedIn, and these can be valuable in getting you noticed by potential clients. For example, you can search for businesses in your area that are well-matched with your services. Next, you can find a mutual professional connection online, and you can have that connection introduce you. By leveraging your social media presence, you can gain the interest of numerous growing businesses.
Watch Your Timing
Timing is an important factor when dealing with MSP marketing through referrals. If your timing is wrong, you might not get a recommendation from your client and the request might even sour your relationship. For example, it would not be prudent to launch a letter for assistance if you have failed to meet your goals with regard to IT upgrades, security measures or even response times.
Remember that the key to successful referrals is treating your clients well such that they feel compelled to sell your services. You might not achieve perfection throughout your relationship with the customer. Therefore, for the best results, you should ensure that you always pair your request for referrals with your exceptional work.
Provide a Professional Template
You should note that preparing a referral is not a profitable action for your customer. The business owner or manager will be taking precious time to help you out with your marketing. Therefore, you should consider providing the other party with a template to use. If you are not certain whether they would like one, you can offer the option and leave the decision to them.
Finally, you should remember to act on the feedback obtained through the referrals. This practice will ensure that your MSP marketing efforts are profitable and your customers will consider you referral-worthy in the future.