Motivation-Sabotage

If you’ll recall, last time we finished looking at some reasons why some MSPs limit their referral flow in terms of sabotaging their service. To recap, we looked at

– Overconfidence in Unique Selling Propositions (USPs)
– Overvaluing Product Over Service
– Assuming One-Size-Fits-All
– Believing Low Price Equals High Value
– Overreliance on Technology:
– Misjudging the Impact of Third-party Partners:
– Service Is Okay : But There’s No ‘Wow!’ Factor

In this section, we’ll be looking at how clients’ referral motivation can be sabotaged.

When I talk about the motivation to refer a potential client, this applies both internally and externally. Internally, the MSP and its staff need to have the motivation to ask people for referrals and do what it takes to get referrals. I’m going to cover this kind of internal motivation within the section about communication and communication-sabotage. The other area where motivation occurs is the motivation for one of your clients or even one of your prospects to refer you, which is what we’ll be covering here.

This might become a bit of a distraction, but rightly or wrongly, I’m going to review some schoolboy physics here, in terms of Newton’s 3 laws of motion :