The Dream 100: Your MSP’s Secret Growth Hack!

Are you ready to unlock the secret weapon that skyrocketed our MSP to seven figures? In this blog, I’m diving into the magic of the Dream 100 strategy – a game-changing approach to landing your ideal clients that we used when building our MSP. Whether you’re looking to boost your marketing ROI or win those high-value clients, the Dream 100 strategy offers a new approach to get you there.

What is the Dream 100?

The Dream 100 is a targeted strategy to focus your marketing efforts on your ideal clients. These are the businesses that fit your client profile perfectly – the ones who face challenges your MSP is best equipped to solve. While the name suggests a list of 100, the actual number can vary based on your business. Start with 20 or 50 if that’s more manageable: the key is quality over quantity!

By narrowing your focus, you avoid wasting time and resources on prospects that are unlikely to convert. This strategy allows you to direct your energy toward building relationships with businesses that truly need your services and are more likely to see the value you provide. The result? A higher ROI and a stronger reputation as an MSP that understands its clients’ needs.

Building Your Dream 100 List

To build your Dream 100 list, start by defining your ideal client profile. Consider the challenges you solve and which businesses need your expertise in areas like compliance, cloud solutions, or security. Ask yourself: What types of clients have you been most successful with in the past? What characteristics make them an ideal fit for your services?

Avoid buying generic lists; instead, gather accurate contact information for the decision-makers at each company! Knowing exactly who to contact ensures your outreach efforts are targeted and effective.

Refine and finalize your list by focusing on businesses that genuinely need your services and align with your goals. This Dream 100 list is a living document that can and should evolve as you gather more information and adjust your strategy.

Dream 100 Outreach: The Strategy

Once you’ve built your list, it’s time to start reaching out. This isn’t about hard selling! Your outreach strategy should be multi-channel, leveraging various touchpoints to create a well-rounded approach:

• Social Media: Connect with prospects on LinkedIn or other relevant platforms. Engage with their posts and share content they might find valuable.
• Personalized Emails: Address specific pain points and highlight how your MSP can solve them. Use examples or case studies to illustrate your expertise!
• Direct Mail: Stand out from the sea of emails with handwritten notes or lumpy mail (more on this later) that grabs attention. These physical reminders leave a lasting impression.
• Phone Calls: Follow up with calls to reinforce your value! A well-timed call can make all the difference in keeping your MSP at the forefront of a prospect’s mind.

I recommend staying organized with a content calendar to ensure consistency in your outreach efforts. Plan exactly when to send emails, make calls, and share content to keep your efforts on track!

The Long-Term Payoff

Building meaningful relationships takes time. Some prospects may take months or even years to convert. However, the payoff is worth it!

By staying persistent and delivering value, you’ll be the first call they make when their current provider falls short or when they’re ready to make a change. Your patience and consistency will set you apart from competitors who rely on one-off interactions.

Over time, these small but meaningful gestures accumulate, creating a strong foundation for a long-term partnership!

Real-World Success

The Dream 100 strategy has proven successful in real-world scenarios. For example, we had a prospect on our Dream 100 list who wasn’t ready to switch IT providers. Instead of pushing sales, we shared valuable content about cybersecurity and cloud solutions. When their IT provider dropped the ball during a ransomware attack, guess who they called? Our consistent, relationship-driven approach paid off!

Another example comes from leveraging direct mail. We sent out lumpy mail packages containing small, thoughtful gifts with handwritten notes. One recipient appreciated the effort so much that they reached out to schedule a consultation, leading to a partnership down the line! These personal touches make all the difference in standing out from competitors.

Unlock Your MSP’s Growth Potential

I hope this has helped you to understand the value of the Dream 100: the time and effort you invest now will pay dividends as you build a network of clients who trust and value your service!

Have a great week!