MSP marketing has ups and downs. That which is most successful will use every available advantage for greatest impact. One of the most advantageous marketing tactics involves building relationships with everyone your company interacts with. This can utterly transform everything. Consider these potential benefits:
- Customers legitimately care for you
- Influential people pay attention
- Competitors become friendly
Customers Legitimately Care for You
When your MSP marketing builds relationships with clientele, they’re compelled to work with your MSP based on the relationship rather than selling pressures you put on them either through a pitch or a directed value statement. To build a relationship, you have to actually care about your clientele, remember personal details of their non-professional life, and not try to undermine them. You’re a friend with a solution, you’re not a seller pushing a product or a service; this is the mindset to adopt.
Authentically inform outreach to clientele with such thinking, and they’ll be compelled naturally to continue their relationship with you. The best time to build relationship is after you’ve secured a client. Also, you want boundaries: it’s a professional relationship, you’re still probably not going to be the best man at a client’s wedding!
Influential People Pay Attention
This one requires outbound effort, but find influential individuals in your field, and exercise quid pro quo: “You scratch my back, I scratch yours”. Figure out how you can benefit people in a relational sense, and do that. Then they’ll be compelled to throw you a bone once in a while, too.
Competitors Become Friendly
Don’t be an arch-enemy with competitors, buddy up to them. You and they have different concentrations of service and those that are aligned. If you buddy up to them, you learn from them, and the two of you can absorb each other’s crossover–where they can’t serve clients, you can; and vice versa.
Relationship MSP marketing is poised to harvest considerable collateral benefits. Determine how to build real relationships with clients, influencers, and competitors, then keep those relationships!