Business referrals are a critical aspect of a successful IT Consulting business. The question is though, "How do you get set up for business referrals?" IT Consultants who are in the know, use their network to get the referrals they need.
Business Referral Sources
Some of the best business referrals come from niche technology providers. The providers who don't do virtual IT services and are limited in scope. Their clients are likely part of your sweet spot and if they are already dealing with an IT professional, their budgets are likely big enough to afford your rates.
Accountants are another great source of business referrals. Ask them directly whether they know anyone who is having trouble with their computer network. This way the business referrals you get will be clients who have networks. They therefore have potential to become long term clients.
IT providers that just do S-90 support are another source of great business referrals. So are those specializing in Great Plains, Mast 90, Sales Logic or high end client server packages. If you meet someone at a business organization, a networking organization, an IT group, or a vendor group who fits this profile make sure and get them into your personal network. The type and number of business referrals from these kinds of businesses are huge.
You can consider offering an incentive to these business referral sources to share revenues. The relationship is then mutually advantageous. You might even go so far as to formalize your business referral arrangement and create a partnership of sorts.
The Bottom Line on Business Referrals
Business referrals are a foundation of successful computer consulting firms. The best and most direct way to get high quality business referrals is to form relationships with niche technology providers as well as accountants. These people deal with clients who are in your sweet spot and the likelihood of converting them to your clients as well, is quite high.
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