What if you only had 90 days to win new clients?

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Welcome to Episode 293 of the MSP Marketing Podcast with me, Paul Green. This week…

• What if you only had 90 days to win new clients?: Imagine you absolutely had to generate new business, FAST. Let’s explore where you should focus your time, effort and resources.
• 3 HUGE questions to ask about your MSP’s clients: It’s very common to hope that the awesome retention of your key clients just continues, but unless you really give them what they need and want you run the risk of losing them.
• This MSP’s best ideas from his 8 year podcast: My guest is a long-standing MSP owner and eight year podcaster. He’s here to share the very best things he’s learned during that time.
• Paul’s Personal Peer Group: You still hand out business cards, right? You definitely should, and here’s my recommendation of what should be on them.

What if you only had 90 days to win new clients?

Are you ready to take the MSP experiment? How would you do if you had to win a load of new clients within the next 90 days? Yes, just 90 days to find and sign up new managed service clients. The reason isn’t important, it’s a thought experiment, but does the sound of having to do that make your blood run cold? If so, let’s dig into why it’s such an important test and the real world benefits to your MSP.

This is kind of based on a question I was asked on a podcast I appeared on a few months back. I can’t quite remember which one it was right now, but the host asked me if I had to start an MSP from scratch, what would I do? And I think he was waiting for me to suggest which RMM I would use and which PSA and what my tech stack would look like. But the answer I actually gave was that I would figure out all of that stuff only after I’d won some clients.

I’d focus all of my time, effort and energy into creating a pipeline and then shaking that tree until some new business fell out of it.

Yeah, I know I’ve mixed up my analogies there, but you see the point I’m making, right? I’ve never actually owned or run an MSP, but I’ve been a business owner for 20 years and there’s no point getting your operations ready and perfect if there are no clients to put through those operations.

So let’s make that a real life question for you. Not what would you do if you started again with your MSP, but if you absolutely had to generate new business in the next 90 days, what would you do? Don’t get too hung up on the why’s about this. Just imagine you’ve lost a big client or your personal circumstances dictate that you just need more cash. The reason is not relevant. What’s more important is to talk about what you would actually do.

A quick aside, if that was a real situation for you and you desperately needed more cash in the next month or so, that cash is going to come from your existing clients. There’s always more revenue and certainly high levels of profit to be made selling something to your existing clients than winning new clients. But for the purpose of this piece here, what would you do to win new clients in just 90 days? Well, let me break this down into a series of suggestions.

The first of those would be actually the way that you think and the way that you act. One of the reasons that many MSPs really struggle with marketing and winning new clients is because they simply don’t take it seriously. If you’re only spending 20 or 30 minutes a day or even a week on marketing, how can you expect to get momentum on that? How can you expect to get traction? There a...