I'm sure you already knew this: There's more profit to be made today selling extra stuff to your existing clients than there is in bringing in new clients.

Sure, new clients are essential to really grow your MSP, but WOW are they expensive! If you added up every penny you spent on marketing, you're probably spending five figures to acquire a new client. That's a high cost of sale.

The beauty of upselling existing clients is that the cost of sale is almost zero. You're leveraging an existing relationship where you can discover their needs, wants, fears, and goals... and match those up with items they'd love.

I've got three unexpected things you could sell your existing clients. Let's explore them in today's Monday Motivation.

Paul's 5 min Monday Motivation for 27th April 2026

You know when an ordinary business owner or manager is thinking of switching MSPs, they have a series of tick boxes that sit in their heart. You must tick all of the boxes before they'll feel comfortable talking to you.

Things like:

• They need to know you TICK
• They need to like you TICK
• They need to trust you TICK
• They need to see social proof TICK
• They need to feel comfortable TICK

This tick box sits in their heart because it's all about their feelings and how they feel about you, versus your competitors. Let's explore that in today's Monday Motivation.

Paul's 5 min Monday Motivation for 20th April 2026

I'm sure you've heard by now that we've launched a second membership designed to help you win co-managed IT clients. Marketing that works well on business owners actually THREATENS IT directors. That's because the psychology is different, as is the language and marketing materials you must use. Hence our second membership. Right now, we're giving you free access to the new co-managed marketing for a month. Have you looked at it yet?

Paul's 5 min Monday Motivation for 13th April 2026

I've started tracking my time again, but only within three categories. Red tasks are things I shouldn't be doing, such as admin. Yellow tasks are things that are OK to do, but in limited quantities. Green tasks are things that grow the business, so I should be doing them all the time. I'm currently running at about 70% green tasks, which is great! Although I'm pushing to increase it to 80%. What percentage of your time do you think is spent on green tasks?

Paul's 5 min Monday Motivation for 6th April 2026

There are very few true crises that you will remember in ten years' time. But when you are in the middle of them, they seem like the biggest headache ever, right? Whether it's cash flow, an upset key client, or something else, it's very easy for us as business owners to obsess and worry and let our thoughts be dominated by the crisis. Let me see if I can help give you some perspective on this.

Paul's 5 min Monday Motivation for 30th March 2026

Tell me, what overall net profit margin is your MSP running at? This is a subject I'll be looking at in my podcast in a few months' time, so I've been doing a ton of research on it.

In this week's Monday Motivation, I want to take you through what I've discovered so you can benchmark your MSP against what is considered to be "good performance". I also stumbled across some ways to increase your gross margins on MRR services and hardware, which I think you'll love.

Paul's 5 min Monday Motivation for 23rd March 2026

I've impressed myself today because this is the 100th Monday Motivation that we've put out for our members. That's nearly two years of doing this every Monday. Of course, that kind of consistency is really important in any kind of marketing. The more you show up, the more predictable your results.

My team and I have developed robust systems over the years to make sure all of our content goes out every single week, regardless of vacations, illnesses, whatever. In today's Monday Motivation, I'm going to talk about why you need to have the same approach to your marketing and how our MSP Marketing Edge system makes that easy for you.

Paul's 5 min Monday Motivation for 16th March 2026

There are lots of ways to get reviews for your MSP. And this week we're talking about an easy way you can motivate your technicians to ask for them on your behalf. One of our MSP Marketing Edge members gives his technicians $10 for every Google review they get and even more if they're actually named within the review. It's created a buzz and a bit of friendly competition amongst the technicians. Is this something that you would do?

Paul's 5 min Monday Motivation for 9th March 2026