Why Requesting Referrals is Important to Your MSP Marketing

MSP marketingReferrals 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.

Scott Anderton

Mr. Anderton is the managing partner of an IT Support & Managed IT Services provider based in Orlando, ION247. ION247 is also one of the best IT Companies in Orlando that focuses on providing state-of-the-art and the surrounding area. Prior to starting ION247, Mr. Anderton held the position of Vice President for NTT Data Inc. the 6th Largest Information Technology (IT) service provider in the world with operations in 35 countries and over $16B in revenues. Mr. Anderton managed relationships and client engagements in Financial Services, Healthcare and Public Sector verticals in the Southeast US. Prior to NTT Data, Mr Anderton was a Vice President for the Revere Group. The Revere Group is a business management and information technology consulting company with headquarters in Chicago, Illinois. In this position, Scott partnered with client CxOs, primarily in the Southeast market, to maximize investments in technology. Mr. Anderton has more than 25 years of business and Managed IT Services experience in Orlando. He has led multiple IT Strategy engagements and served as an interim CIO for several NTT Data and Revere Group clients. The first 10 years of his career were with Fortune 500 companies AT&T and Sprint. His positions included Manager of many like Advanced Network Services and Director of Systems Engineering. Prior to his role with the Revere Group, Mr. Anderton was President and founder of Technology Management Solutions (TMSI), a technology management consulting firm providing outsourced information technology services in the small and medium business markets. TMSI was acquired by the Revere Group in 2006, when Mr. Anderton joined as a principal. In addition to his technical background, Mr. Anderton has expertise in strategic planning, mergers and acquisitions, business process design, IT due diligence, and IT Organizational Change Management, and Transition Services Agreement execution. Mr. Anderton received a Bachelor of Science in Electrical Engineering with a specialization in Computer Information Systems from the University of Florida in 1990. He also has completed the Executive Management program at the Crummer Graduate School of Business, Rollins College. He resides in Orlando Florida with his wife Lisa and 3 children. You can click here to visit the website.