By Michael Cummings
The typical MSP gets four to five referrals a year from clients. For those that are qualified, there is a very high close rate. Most (80+ percent) become new MRR clients.
No question, these referrals are a precious business- building asset. But, why do we only get four to five a year? It is our own fault. We are passive. These referrals show up on their own accord. Typically, they seek us out because they have a compelling, urgent “IT pain point.”