For starters, make sure those references are as strong as possible and that you get them in writing-on your client's letterhead. They should also talk of specific benefits, like:
How you saved them money
How your technology solution generates more revenue
How you've enabled them to close out the month faster
How you've improved their productivity
How it allows them to communicate with tele-workers, with suppliers, and vendors more seamlessly.
For IT marketing, it's important to make your references as strong as possible-if you only have a few of them.
IT Marketing: Getting Your First References
If you don't have any references, get them by volunteering. Pick a nonprofit or two that you feel really passionate about and set up some kind of deal that is close ended. You don't want to be volunteering your services for too long. As part of your deal, ask them to write a testimonial for you. Nonprofits are usually well known and their recommendation will help you.
How Do You Ask for Referrals?
Many people are shy about asking for referrals. We don't want to push our clients and we don't want to look needy. They are useful for our IT marketing efforts, though. So, what is the best way to ask?
Always ask for a referral when someone gives you a compliment. If you walk into an office or you're finishing up a project and someone says, “This stuff is amazing. I can't believe that I can sit in the conference room now and get my network drive and surf the Web and do email.” or “This is amazing. Our remote offices can talk to each other and we cut down on $5,000 in leased line charges and we're doing it all over inexpensive DSL. You guys are terrific.” This is your time to act.
This is your golden opportunity to ask for
An updated testimonial (or any testimonial if you don't have one)
Ask if they happen to know anyone else who might be able to benefit from your services
The Bottom Line on IT Marketing
One of the best forms of relationship IT marketing is asking your current clients for testimonials and referrals. Don't be shy. Your clients will not mind endorsing you if you do good work.
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