You don’t need more leads to grow. Read that again. If you’re like most MSPs, your best source of revenue is already sitting right in front of you…your current clients. They already trust you. They’re already writing you checks. The real question is, are you maximizing the value of those relationships, or are you letting easy revenue slip through the cracks?
If you want to grow, sustainably and profitably, you have to learn how to upsell. But not in the sleazy, pushy, used-car-salesman way. I’m talking about ethical upselling that adds massive value to your clients while boosting your MRR.
Here’s how you do it.
QBRs: Your Secret Weapon For Unlocking Growth
The Quarterly Business Review is not just a meeting. It’s your sales machine in disguise. When done right, a QBR builds trust, highlights your value and sets the stage for meaningful upgrades.
But here’s the key: Don’t walk in and pitch products. Diagnose problems.
Treat every QBR like a consultation with a doctor. You’re there to uncover the risks they’re blind to. Maybe they’re still using last-gen firewalls. Maybe their backup has never been tested. Maybe they’ve got compliance issues they didn’t even know about.
Your job is to show them the risk, educate them and then present a solution. Make sure you walk in with data, stories and real insight. Don’t make it a glorified sales call.
Want help making QBRs a reliable sales system? This post on how to sell MSP services can walk you through how to position, price and package your services for maximum buy-in.
Don’t Sell Products. Sell Bundled Outcomes
Your clients don’t want tools. They want peace of mind. They want compliance. They want protection from ransomware, lawsuits, and lost productivity. That’s why bundling is such a powerful strategy.
When you combine services—cybersecurity, backup, disaster recovery, compliance, vCIO—you give clients what they really want: a complete solution. You make it easy for them to say yes, and harder for them to say no.
One bundle that consistently converts? A cybersecurity bundle that includes endpoint protection, MFA, patching, phishing training, and backup. It’s a slam dunk. Especially when you frame it in terms of risk reduction and business continuity.
If you’re still quoting piecemeal services, it’s time to rethink your approach. You’re making clients feel nickel-and-dimed, and you’re making it too easy for them to delay the decision.
Need help framing the conversation around how to sell cyber security? That guide is a must-read.
Use Marketing Automation To Keep Selling…Even When You’re Not In The Room
Your QBRs and client meetings are powerful. But what about the other 350 days of the year? Most MSPs drop the ball because they don’t follow up consistently or at all. That’s where MSP marketing automation becomes your silent salesman.
With the right system in place, you can:
- Follow up on QBR recommendations
- Send educational content that builds urgency
- Reinforce your expertise
- Drip testimonials and case studies
- Nurture interest in new services over time
Want a powerful, done-for-you email campaign for upsells? We’ve built systems specifically designed for MSP marketing automation that do all of the above and more. These campaigns convert because they speak to the pain points business owners actually care about—like downtime, lawsuits, and compliance violations—not just speeds and feeds.
Leverage SEO Content To Drive Retention AND Upsells
Here’s something most MSPs miss: SEO isn’t just about getting new leads. It’s also an incredible tool for client retention and upselling.
Think about it. When a client Googles something like “do I need cyber insurance?” or “what is endpoint protection?” and your blog post shows up—they see you as the expert. You’re not chasing the sale—they’re coming to you.
That’s why we recommend creating strategic, SEO-driven blog content on topics like cyber security SEO and MSP best practices. Then send that content to your clients. Share it in newsletters. Include it in QBR prep. Add links in your automated email sequences.
Need help improving your ranking and building out content? Start here: MSP local SEO guide. It’s one of our most comprehensive resources on how to rank for local and industry-specific keywords.
Paint A Picture Of The Risk
Fear-based selling gets a bad rap—but let’s be honest, fear is a motivator. Your clients are busy. They’re distracted. And most of them are dangerously unaware of the risks they’re facing.
You’re not doing them any favors by being soft about it.
When you present a risk—compliance violations, data loss, ransomware—you have a duty to be direct. Then follow it up with a clear, practical solution.
For example:
“Right now, you have no endpoint protection, no 2FA, and no user training. That’s a ticking time bomb. One phishing email and you’re down. Here’s what we need to do to fix it.”
Be firm. Be honest. And then solve the problem.
Final Thought: More Revenue Doesn’t Have To Mean More Clients
If you’re serious about growing your MSP, don’t chase growth by burning cash on ads and cold leads. Start by getting more revenue from the people who already know, like, and trust you.
QBRs. Bundling. Automation. Education. Risk-based selling.
That’s your roadmap to higher profits without adding a single new client.
Want to see exactly how our partners are using these tactics to double, even triple, their MRR? Reach out to us and ask about our done-for-you campaigns, tools, and training systems for serious MSPs.
Let’s scale smart.
