Magazine Article | July 1, 2019

Why Your Best Existing Clients Don't Refer Business

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.”

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