Rampant Referrals for MSPs – Part 5

In this episode, we delve into the factors that affect clients' motivation to refer Managed Service Providers (MSPs) and how these motivations can be sabotaged. Drawing parallels with Newton's Laws of Motion, we explore the concept that motivation is essential for action and can be influenced by various forces and frictions.We start off by mentioning ill-considered incentives, emphasising the need for appropriate referral programs, and highlighting the importance of minimising friction in the referral process to encourage client participation.Then, we look at why clients might be reluctant to refer, and the significance of addressing their concerns through effective communication and relationship-building strategies.Finally, we conclude the episode by looking at the role of creating "wow" moments in inspiring clients to become advocates. We explore how personalised gratuities and incentives tailored to individual preferences can enhance motivation for referrals.Join us next time as we explore how MSPs can inadvertently hinder referral flow through personality-related sabotage, and uncover strategies to mitigate these challenges effectively.Mike Knight MBA FCIM  Director, MKLINK Ltd