SPECIAL: MSP Marketing Audit (3 of 3) - Focus On Revenue

We’re finishing our three part marketing audit with a focus on revenue protection. There is a gold mine sitting inside your existing client base, let’s find out if you’re maximising that in your MSP.

Welcome to Episode 352 of the MSP Marketing Podcast with me, Paul Green, powered by the MSP Marketing Edge.

SPECIAL: MSP Marketing Audit (3 of 3) – Focus On Revenue

This is the third and final part of our massive marketing audit that we’ve been doing across three episodes of the podcast. So two episodes ago, that was episode 350, we looked at your foundations: your ideal client profile, your unique selling proposition, your website, and your LinkedIn setup. And then last week in episode 351, we audited your lead generation engine: build audiences, grow relationships, and convert those relationships into meetings and clients. So if you haven’t yet gone through those, it really would be worth you going back through them.

Today’s the same format, a bunch of questions to ask you with yes/no answers. We’re kind of building something up over these three episodes of the podcast, so you can really get to grips with where the opportunities are within your MSP. Don’t think of it as, “I’ve got all this work to do”, think of it as “I now know which areas I need to focus on the most.”

So we’re finishing with an audit on revenue protection. And this is the part that most MSPs actually kind of never really think about systematically, often because they’re so focused on looking after the existing clients and trying to win new clients that they forget that there is actually a gold mine sitting inside your existing client base. In fact, if anything, I would say that there’s more money to be made selling more and improving the retention of your existing clients than there is bringing onboard new clients. And sure, bringing on board new clients is really important, but actually mining the existing client base is equally important, if not faster results and better results.

I’ll tell you something as well, and you may not hear many people say this, but I promise you this is true. If you can get your clients to a stage that they want and they choose to buy more from you, they will be happier and they will stay longer. And that kind of seems highly unlikely. Surely it should be the other way around… the less they spend with us, the lower the bills are, surely the happier they should be. And yes, that’s the case, but the keyword is choice. The more your clients choose to buy from y