Question

Topic: Strategy

Referral Strategy

Posted by aaroncagen on 9/28/2008 at 12:10 PM ET 25 Points
We market IT services to upper-level mgmt (no IT) and I want to start with the "low-hanging fruit - those in the market or those predisposed to outsourcing non-core functions.

As such, I've begun an SEO campaign. But I'd like to partner with other outsourcing vendors who also serve the same target (fusion marketing?).

Any suggestions on how to jumpstart a referral-based campaign.

a) with current client base
b) with the other outsourcing companies

Thanks in advance
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RESPONSES

  • Posted by melissa on 9/29/2008 at 11:42 AM Accepted
    To increase referrals from your current client base, I would suggest developing an email campaign to target the audience you are already speaking to with a referral incentive offer. Perhaps you can provide complimentary limited services to them in exchange for qualified referrals, or you could provide them a whitepaper or other informational incentive.

    Tailor your messaging around the "WIIFM What's in it for me" factor, and you are sure to see referrals from both audiences.
  • Posted on 9/29/2008 at 12:18 PM Accepted
    Aaron,

    In terms of partnering, don't just "do lunch" with potential partners.

    Instead, have a completed concept of how the partnership will work and how it will benefit the partner -immediately.

    This will make easier to kick-start the partnership towards developing a long-term relationship.

    John
  • Posted by aaroncagen on 9/29/2008 at 12:38 PM Author
    john,

    I agree with your suggestion. From your experience, can you pinpoint some initiatives and/or points that are key to building relationships?

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