Marketing Computer Services by Asking for Referrals
Marketing computer services can seem like a chore. One way to make it easier on yourself is to get better at asking for referrals. An article on Entrepreneur.com pointed out the main reason to polish this skill:
People prefer to work with consultants they know, or someone else knows.
Sustainable businesses need recurring revenue. If you’ve been running your IT business for a while, you know the importance of upgrading to higher-paying clients.
Consider these reasons to work through your fear of asking for referrals:
Referrals Will Land Better Work Than Auction Sites
Many consultants dislike the idea of asking people for referrals, so they spend a lot of time bidding for jobs on auction sites.
Employers posting on auction sites tend to focus solely on price; the sites pit you against others who on paper look equally competent.
Trade Shows Involve an Investment of Time and Materials
While participation in trade shows and networking remain key elements of marketing computer services, they are part of long-term marketing plan.
A certain number of contacts made will results in a smaller number of qualified leads, resulting in yet an even smaller number of potential clients. A personal referral is a much stronger recommendation. It won’t cost you any money and has the potential of bringing in higher quality projects.
Asking for Referrals is Not an Imposition on Others
Many people are happy to make referrals. The Entrepreneur.com article emphasizes how you can easily make asking for referrals part of your daily routine.
You can reciprocate by regularly referring professionals that you know. Also, regularly ask your clients to consider if they know others who could use some computer help. If they were happy with your work, they usually won’t mind spreading the word.
You may find it awkward in the beginning, but if you make asking for referrals part of your daily routine, over time you’ll feel more comfortable with the process.
Eventually, asking for referrals can make marketing computer services less of a chore. If you have tips on how to ask for referrals, share them in the comments section below.
And to follow-through on many of the concepts introduced in this short post, be sure to download a free copy of the special report on the Top 10 IT Marketing Strategies for Consistently Attracting New Business Clients to Your Small IT Business.
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