MSP marketing techniques which play on natural responses to top-tier service are more likely to see clients willingly make referrals. There are a number of tactics worth considering to help your MSP achieve such ends:
Design a Marketing “Engine” Specifically for Referrals
One of the most notable MSP marketing tactics out there for generating referrals involves designing a referral program. Four primary types of referral may inform your “engine”: direct referrals, tangible referrals, implied referrals, and community referrals.
With direct referrals, you reward clients when they refer new potential customers— Tesla is famous for their direct referral program.
Tangible referrals are when you give an existing client something to give to a prospective client who has expressed a need.
Community referrals are when you work with a community group. Say it’s August and there are school districts seeking solutions; you might offer them a 10% discount and they might spread that information to other schools needing IT.
Lastly, an implied referral is when you do extra work for a client which has an “implication.” Perhaps, it has to do with easing their relationship with a third party who could benefit from your services.
Imbue Your Brand with Customer-Satisfying Personality
When you’ve got personality and satisfaction silhouetting services, that makes a positive impression with clients that may lead them to organically refer you. Basically, do a good job and it’ll come back on you.
Target and Build Relationships with Influential Clientele
Big clients that you do well for will recommend you to other big clients who need the services you provide; this is a win-win for everyone. Target “big fishes” and do a really good job serving them.
MSP marketing optimized for referral will design an effective marketing engine, provide services satisfactory enough to secure referral, and target top-tier targets. Such strategies are ideal to help acquire referrals in as natural a way as possible.