using marginal gains to increase mrr in your msp business
TRANSCRIPT
USING MARGINAL GAINS TO INCREASE MRR IN YOUR MSP BUSINESS
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
CREDIT WHERE IT’S DUE
Sir David Brailsford
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
5 KEY METRICS TO FOCUS ON
# Leads Generated % Conversion Leads to Opportunities % Conversion Opportunities to Sales
# Seats per Sale £$€ per Seat
Small Changes for Big Wins
200 Leads Generated 10% Leads Converted to Opportunities 20 20% Conversion Opportunities to Sales 4
20 Seats per Sale 80 $100 per Seat
$8,000
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
1. Generate More Leads
More traffic to site, via paid and organic
tactics
A Call-to-Action on every blog post and
article
More landing pages and lead capture
forms
10% increase takes us to 220 leads generated
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
2. Convert More Leads to Opportunities
Go beyond email automation and use
inbound sales
Employ effective lead nurturing tactics
Use progressive profiling to better
qualify leads
Converting 15% of leads brings us 33 opportunities
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
3. Convert More Opportunities to Sales
Ditch the features conversation and nail the specific benefits
Package your services and design your unique process
Establish BANT before agreeing to
any sales call
Going from 5:1 to 4:1 brings us 8 sales
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
4. Sell More Seats per Sale
Specialise in a niche that has a proven
need for scale
Use qualification process to hone in on
larger accounts
Use financial incentives and pricing tiers
Just a 10% increase brings us 22 seats per sale
Influence Agents | Using Marginal Gains to Increase MRR in your MSP Business
5. Charge a Higher Price per Seat
Apply value-based pricing to illustrate
the ROI
Specialists can charge more than
generalists
Play to emotional and pain-based
triggers
Another 10% hike here takes us to $110 per seat
THEN
200 Leads Generated 10% Leads Converted to Opportunities 20 20% Conversion Opportunities to Sales 4
20 Seats per Sale 80 $100 per Seat
$8,000
NOW
220 Leads Generated 15% Leads Converted to Opportunities 33 25% Conversion Opportunities to Sales 8
22 Seats per Sale 176 $110 per Seat
$19,360!!!
