Referrals are a highly effective lead source, yet plenty of businesses do not take full advantage of them. Whether it is a referral from a friend, colleague, family member, classmate or other acquaintance, it means more than another point of contact. The mere fact that someone is willing to put their name behind the referral gives it legitimacy. But the challenge remains: asking for referrals. To improve your MSP marketing, follow the tips detailed below and you will find it is that much easier to request referrals:
Timing is Everything
The point in time in which you request a referral might matter more than anything else. Wait until the time is right to ask for the referral and you will dramatically increase the chances of the person actually following through with a positive review. Request referrals when clients are pleased with what you have provided and you will find they are that much more willing to present your services in the best light.
The Challenge of Interrupting Busy Clients
Most people do not prioritize referrals; yet, it is also interesting to note just about everyone trusts a referral from someone he or she knows. If you can convince a client to interrupt his or her daily life for a referral, it will make a major impact on the person or people referred in your direction as it is a highly personalized endorsement— and it’s also a great boost to your MSP marketing.
Consider What is in It for the Other Person
If the other party does not have any sort of positive reinforcement to provide the referral, he or she might end up doing nothing or putting forth minimal effort. If you can provide even a minimal direct incentive, it will prove that much easier to convince others to provide referrals. Even membership in a loyalty program or some sort of social recognition might serve as the positive reinforcement necessary to convince clients to provide referrals.
Consider the type of client in question before floating the idea of any form of positive reinforcement. The form or value of the reward in question should hinge on the type of client. You might find it is unnecessary to provide any form of reinforcement. Some clients will gladly provide a referral without any form of reward as they are that pleased with your service. So, consider all the factors in play before committing to providing positive reinforcement for a referral.
Who to Ask
It might be difficult to pinpoint who is the best fit for your MSP’s services. Only you understand your target market and those you would like to target in the future. Be honest about who you have in mind during your introduction and you will make their life that much easier.
Consider What New Clients are Really Worth
If you feel awkward asking for referrals, do not lose sight of your ultimate aim: building relationships with new clients. The little bit of discomfort necessary to ask for a referral to boost your MSP marketing and convert a new lead has the potential to pay off. These new clients just might prove loyal across the ensuing decades. Keep your goal in mind and you will find asking for referrals is well worth the challenge.