usually easy , painless , and actually appreciated when you offer them additional products and services .
Routinely meeting with your clients on a quarterly basis to review their current situation and needs is a key opportunity MSPs often miss . Of course , it ’ s not the meeting itself most IT companies dread ; it ’ s the nightmare of scheduling , following up , and rescheduling those meetings .
By systematizing your scheduling and follow-up phone calls and emails , it ’ s just one more thing that ’ s off your list and automatically done ! You ’ ll know with confidence that every quarter brings new opportunities to turn small clients into bigger clients , all while your MRR grows by leaps and bounds !
Automatically Retain Your Best Clients
Here ’ s a shocking statistic : Every year , you ’ ll lose around 14 % of your customer base . Of course , the exact statistic varies by industry , but the fact is that most companies lose 10 %– 30 % of their customers each year .
So , why do they leave ? There are many reasons , including closing their doors , moving away , or selling the business . However , about 69 % of customers leave because they don ’ t feel you care enough about them or their business .
Too many MSPs think that marketing only involves enticing prospects to become clients . However , you should also include EXISTING clients in your marketing plan to ensure they continue to be happy clients . Yes , prospecting is critical to your success , but so is checking in with your existing customers .
Successful business owners understand that retaining current customers is 6 – 7 times less costly than acquiring new ones . Losing customers can seriously hurt your team ’ s morale , productivity , and efficiency . Putting a focused effort on “ wowing ” your existing clients will maximize your marketing efforts and your profitability .
Generate MORE From Your Clients … Automatically !
Don ’ t allow the lowest hanging fruit in your business to go unharvested and rot . It ’ s time to start thinking about your existing client base as your next sizable revenue opportunity . First , existing clients can be a great source of referrals , which can add many more clients and more MRR to your business . Second , you can upsell your existing clients . Meet on a quarterly basis with your clients and offer them new services , software , and products to turn small to medium-sized clients into whales . Finally , through an automated email campaign , you can better retain your clients for years to come .
If you STILL don ’ t have a CRM and marketing automation platform , how much opportunity is slipping through your fingers ?! Check out MSPMarketingCRM . com for more info on Robin ’ s recommended CRM . n
Danny Hawman is the VP of Marketing Automation at Technology Marketing Toolkit , where he and his team help clients implement automation leveraging tools like Keap to increase effectiveness and efficiency of marketing efforts and avoid opportunities slipping through the cracks . He can be reached at Danny @ TechnologyMarketingToolkit . com
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