HOW MANY APPOINTMENTS AND NEW CLIENTS DOES THE AVERAGE MSP SECURE EVERY MONTH ?
AND INSIGHT INTO WHY MOST MSPS FAIL TO GROW IN REVENUE , PROFITS , AND STABILITY
28 % more than 2
Would you like the secret of success to growing your managed services business in revenue , profits , and stability ? Of course , you would — that ’ s why you ’ re reading MSP Success ! In actuality , it ’ s mind-numbingly simple and therefore not very exciting to most . But if you want a strategy that is truly reliable , then this is it .
But first , a detour that is relevant in the end …
Based on our own research and data collected from well over 10,000 MSPs in the past 15 years , roughly 80 percent of all MSPs , VARs , and IT services companies never break the million-dollar mark . To me , that ’ s simply incredible given that 1 ) most MSPs keep their clients for a VERY long time ( meaning they don ’ t have to worry
HOW MANY APPOINTMENTS WITH NEW PROSPECTS DO YOU AVERAGE PER MONTH ? less than 2
72 %
22 | MSP SUCCESS • VOLUME 1 about a lot of churn ), 2 ) IT services are in greater demand today than ever before with the escalating threats of cyberattacks , and 3 ) companies are more reliant than ever on their data , emails , and systems . So why don ’ t more MSPs grow beyond the million mark ?
Quite simply , the CEO is not focused on prospecting and selling . The CEO starts the company as a tech with helpers . As he gets busier , he hires more techs , but not salespeople . Therefore , he ends up becoming a part-time CEO , part-time operations manager , part-time account manager , part-time marketer , part-time salesperson , and part-time tech , doing nothing truly to his full capacity and skimping on the thing he likes the least : sales and marketing and , more specifically , selling .
Look at the data from this survey we conducted . A full 72 % of the MSPs polled went on less than two sales appointments per month with potential new clients and acquired less than one client per month . That reveals most are not prospecting but rather letting whatever falls in their lap via referrals come in .
So back to the opening question : What does it take to grow ? Candidly , more PROSPECTING . The way you upgrade your clients to better , more profitable ones — the way you stabilize and protect your business from competitors , economic