Referrals make the process of IT marketing much simpler.  Asking clients if they know someone that could use your expertise and using those referrals to advance your business are excellent IT marketing tools.

The Main IT Marketing Question

Ask clients, “Do you know anyone else that might be helped by our services?”  Write down their responses anywhere you can and look at the answers often when dealing with your marketing plan.  Get used to asking clients if they know anyone in their immediate circle of friends, family members, colleagues or business acquaintances and even vendors that you could help.  

IT Marketing Means Teaching Clients How to Find Referrals

IT marketing means training your clients how to tell whether or not someone might be able to use your services.  Tell them to listen for people complaining on the phone about slow computers or inability to email back because of a regularly down system.  These are the leads you need clients to look for as referrals so you can unlock IT marketing opportunities.  

IT Marketing:  A Client Survey

Survey customers once a year as part of an IT marketing strategy and during the survey ask if they would list people that might be able to use your services.  A statement stuffer is also a good way to show appreciation for referrals and give client tips on the types of businesses with which you work.  

IT Marketing:  Rewarding Referrals

If you want to increase your IT marketing efforts with referrals, start a forma referral program.  Tell customers they will be rewarded for referrals that become customers.  Rewards might include $100 credit on their accounts, a $100 gift check or $100 donation to their chosen charity.  

When you reward clients for improving your IT marketing efforts, you will get better referrals.

Blogged By:  Joshua Feinberg