It’s everywhere. It’s on TV – heck, it IS TV. It’s influencing elections. It’s the crossroads of the world right now. So as a managed service provider, should you leverage it for your business… and how would you if you wanted to?
Social media is a really sexy buzzword.
Everybody wants to take advantage of social media. Why? Well, Facebook alone has billions of people using the platform everyday. And the odds are your prospects and potential clients are spending, or wasting, a lot of time on it.
But how does it apply to IT Services? How is social media going to help a Managed Service Provider or a Cybersecurity professional grow their business?
Well, to answer that question, let me ask you, what’s your number one source of business right now? Did that answer pop into your head, or did you have to think about it?
I bet it popped into your head and I bet you are going to tell me that your number one source of business is word of mouth and referrals.
Am I right?
If I talk to 100 MSPs 95 of them will tell me “it’s all word of mouth. I get referrals from existing customers, partners and other business owners.”
If you don’t have a solid sales and marketing program, that’s where you are getting your leads and new business.
Well, guess what?
Social media gives you an opportunity to increase your word-of-mouth business and get more referrals.
Remember, more and more people are interacting on social media today than ever before.
Billions of people go on social media platforms like Facebook, Instagram and LinkedIn and spend over an hour every single day looking at stuff, interacting with their family and friends and posting updates about what’s going on in their lives.
And this isn’t some once in a while thing. They do it every day.
So, if you have a system in place to notify, attract and draw in your network and partners, as well as all your clients whom you provide excellent service to – you can engage with them on social media – you can be in front of them all the time… constantly nurturing the relationship: providing information, maybe some comic relief and suggesting other services they could take advantage of.
And you can encourage your clients and followers to say, “Wow, you know, XYZ managed IT services is doing a great job and they are super friendly and helpful.” or “Last year, we had a hacker attack us and put ransomware on 3 of our computers, but XYZ managed IT services locked it down, removed it and restored our computers in under 48 hours.”
These messages do two things. First, they are testimonials. Social media makes it easy for clients and followers to share their experiences… and you can use this on your website and in your sales and marketing materials.
Second, their comments, testimonials and likes are going to show up on the feeds of their network of friends and the people they are connected to.
And those people are going to see your company. They may like the post. They may even go to your company’s page and like it and follow it … and if they are in the market for IT services, they may even call you.
You know what this is? It’s a referral.
It’s almost like your clients are saying, “hey everyone, I just want you to know that I am having a great experience with XYZ managed IT services. They are the best MSP in my city. I feel taken care of and protected because I know they are watching over my network 24/7. And if you ever need a Managed Service Provider call XYZ Managed IT Services. Don’t even think of going anywhere else.”
That’s the effect and power a social post can have.
And if they are in the market right now, or at some point in the future, seeking to hire an MSP… maybe because they are worried about losing data, or about hackers, or they need to comply with laws and regulations… whatever, who will they call?
They don’t know anyone personally and their friend, partner, associate or peer loves you guys.
Who will they call?
Odds are, it’s you!
This is what’s available to you with social media. To make it happen and encourage this behavior from your clients you need to put a system in place to follow up with your existing customers at regular intervals and after great service calls or special events and for instance say, “Hey valued client, thanks for your business, we really appreciate it! We’d love to connect with you on social. We have a Facebook page and we’d love to get your feedback on your experience with us. Friend us, follow us, like us, let everyone know.”
And when they respond and share their experience as a post on your page, they are basically endorsing you to all their friends.
And I know this takes some setup and you can’t build a business on it. I’m not saying that. This is a part of your overall Sales and Marketing strategy. You have to do many different things simultaneously to get in front of people and encourage them to look at what you offer.
And this is just one play for your social media channels.
You can also build an audience through posting great content, and you can advertise to attract an audience, generate leads and stay top of mind.
Social media offers many different options, and all together they work wonders. But don’t forget that social media is social. And one of the most social things people do is refer great companies who provide exceptional service.
And those people who are attracted to your social media profile, who you engage – with some small post you put out like reminding them to reset their passwords, or telling them to update their antivirus, a dad joke, or some small mundane post… that could be the impetus for them to call you because they’ve started to become concerned with some aspect of their systems, their network or their network security.
And they know you. They know you are taking care of their friend.
If you think about it from the right angle, you can see the huge opportunity social media offers…and Managed Service Providers and Cybersecurity professionals who learn to use it strategically can take their referrals and word of mouth to a whole new level.
Hey, I hope you found this information useful. If you’d like to learn more checkout our site mindwhirl.com. We have many resources to help you understand lead generation, client acquisition and tools to help you with your marketing.