using marginal gains to increase mrr in your msp business

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!!!

CONTACT US

www.influenceagents.com matt@influenceagents.com

t: 020 3239 9767