MSP Marketing: 4 Vital Keys to a Successful Customer Referral Program

MSP marketingThere are a number of different strategies you can employ in your MSP marketing, including paid advertising and referral marketing. Referral marketing is particularly effective because it allows you to leverage your existing customer base. When a client is happy with your products and services, they are a potential candidate for your referral program if you can convince them to pass on a good word about you to their business associates and clients. If you want to create a winning customer referral program, be sure to think about the following keys:

Make Use of Appropriate Incentives

To get those referrals going, you need a way to reward your clients and incentivize them to make the call, send the email, and talk to their associates about your services. You can make rewards meaningful without making them exorbitant. You must always consider the value of signing on a new client from a referral. Consider using point systems leading up to some kind of monetary reward for successful referrals.

Market Your Referral Program Well

To get your clients to participate, you need to market the program well. Effective MSP marketing requires highly visible, clear, and strong messaging. It should be clear how to participate, what the benefits are, and what the next steps are. Whether you use both email marketing and your website to advertise your referral program, make sure that the message is concise, the call-to-action (CTA) enticing, and the terms and conditions readily accessible.

Use Effective Visuals and Technology

Besides good wording, a strong marketing campaign needs good visual tools to attract and retain attention. Consider using powerful pictures or short video clips as part of your referral program marketing.

You should also think carefully about the channels you can use to push your message across. If you rely on your website alone, you miss out on the potential of an email marketing strategy. Considering that more and more people are choosing to view emails and websites on their mobile devices, you should ensure that your promo materials are mobile-friendly.

Make the Referral Program as Simple and User-friendly as Possible

When designing all the different aspects of your referral program, always have the end user in mind. Ideally, they would want the most benefit for the least effort. You can improve the chances of getting your clients to participate by making it as simple and straightforward as possible. Signing up, making a referral, claiming and checking points must all be easy to do.

Developing a great customer referral program as part of your MSP marketing need not be overly complicated. You can make use of the four keys outlined about to create an effective program.

Brent Whitfield

Brent Whitfield

Brent Whitfield is CEO of DCG Technical Solutions, providing IT support in the Los Angeles area since 1993. DCG exists to help clients choose, implement, and manage IT and cloud solutions that are cost effective and reliable. DCG’s pro-active approach to IT is ideally suited for companies who depend on reliable IT infrastructure, but don’t want to spend a lot of money to keep it that way. DCG was recognized among the Top 10 Fastest Growing MSPs in North America by MSP mentor. Brent has been featured in Fast Company, CNBC, Network Computing, Reuters, and Yahoo Business.