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Tuesday, December 18, 2007

IT Marketing and Referrals

Referrals are a great IT marketing technique. But how do you ask for them?

The Question about Referrals

One of the best IT marketing questions to ask clients is, “Is there anyone you know that could benefit from your services?” Keep this question in mind at all times and get VERY used to asking it. Ask about friends, family members, business associates, colleagues, vendors … anyone that might benefit from your services.

IT Marketing Techniques: Teach Clients to Know Referrals

You should train your best clients to identify the signs of someone that might need your services. If a client is on the phone and hears someone complaining about slow computers or problems with e-mail, this is an excellent opportunity for a referral. Show your clients you are also appreciative.

Client Surveys

If you want referrals to add to your IT marketing campaign, you can also survey your customers once a year and ask them to list people they might know that would be interested in your services.

You can also send out something more regularly – statement stuffers, etc. A statement stuffer is a card or flier you put in with invoices that talks about how you appreciate referrals and which types of businesses you serve.

IT Marketing and Referral Rewards

If you want to get referrals going, you can start a sophisticated referral program. Let them know you will reward them for referrals they bring you that turn into customers. You can offer rewards such as $100 credit on a client’s account, a $100 gift check or $100 donated to the charity of the client’s choice. Rewards really get referrals, but you have to ask for them often as part of a comprehensive IT marketing campaign.

Blogged By: Computer Consulting Kit