How To Sell To Your Hottest Market And Make MRR Fast

At Cloud Services for MSPs, we often talk about the future, but today I want to look at how you can grow your monthly recurring revenue (MRR) right now. If you are like we were when we ran our own MSP, you know that finding new customers is a long game. It takes a lot of time and work to move a prospect into a customer because this industry is built entirely on trust and reputation.

So, how do you continue to grow while you are waiting for those new leads to close? The answer is simple. You focus on your hottest market: your current customers!

Why Current Customers Are Your Best Bet

It is much easier to sell to someone who already trusts you. If they believe you have their best interests in mind, they will usually follow your recommendations as long as they make sense. When we were an MSP, we built that trust by focusing on solving the root of the problem. We did not just fix things temporarily for them to pop up again a week later. We fixed it right the first time, and our customers really appreciated that.

To start growing your MRR today, you need to add new services to your existing stack. If you are already providing everything you have to your customers, there is nothing left to offer them! But you cannot just throw a service at them: you have to develop the why. Why does this specific customer need this service?

Real World Solutions

For us, the cloud was the ultimate game changer. I remember one of our first cloud customers was a diesel truck repair facility. Their office environment was nasty. No matter how many doors they closed or exhaust fans we installed, oil and dust got into the systems. Their computers and servers failed constantly.

Once we moved them to the cloud, those hardware failures disappeared. It was a complete no brainer for them. We eventually set a goal to get every single customer into the cloud because we were tired of putting out fires and waiting for hardware to fail at 4:00 in the afternoon.

Tools To Help You Scale

To stay organized, we used something we called a Client Service Maximizer. It was just a simple spreadsheet where we listed our clients and our services. By marking which customer had which service, we could see the gaps instantly. We used this during our Quarterly Business Reviews so we did not have to guess what to talk about.

We also used these gaps to create targeted marketing campaigns and newsletters. People actually do read newsletters! We included mini case studies, employee spotlights, and even fun gadget reviews. It kept us in front of them without being a pushy salesperson.

Transitioning To The Future

As we moved more customers to the cloud, our MRR grew to over six figures without us needing to hire a bunch of new technicians: we simply retrained our existing team and stayed focused on the cloud! Eventually, we stopped taking on any new clients who wanted on-premise servers.

My challenge for you this week is to find a service that can directly answer the needs of your current customers. It may be cloud, it may not! Regardless, focusing on the service you choose will pay dividends going forward if you put your mind to nurturing it.

Have a great week and weekend!