How We Grew to £150k MRR in Just Over 2 Years
Hey everyone,
Just a quick note—this is all my own work, but I used GPT for the structure, so please don’t roast me in the comments! 😄
I wanted to share some insights about the growth journey of our marketing agency over the past year. A year ago, we were just two people, and now we’ve expanded to a team of 22, serving around 30-40 clients in both creative and performance spaces. Growing in this industry is definitely challenging, especially when it comes to nailing sales quickly. That’s why I’m here to share what has actually made a difference for us.
The Pitfall of Big Pitches
Many agencies rely heavily on elaborate pitch decks and detailed strategies to land new clients. While this can occasionally work, for the most part, it tends to be a slow, tiring, and inefficient method of selling. Personally, I find it tedious. It’s time-consuming, clients often don’t engage, and honestly, it rarely leads to success.
What’s transformed our approach is simplifying the process and focusing on speed, energy, and genuine connection.
What Works for Us?
1. Loom Videos Over Pitch Decks
We’ve ditched the lengthy presentations in favor of quick Loom videos—real-time walkthroughs of potential clients’ accounts where we highlight what’s working and pinpoint where they might be missing out on opportunities.
Why is this effective?
- It’s personal—clients hear your voice, see your face, and gain insight into your thought process.
- It’s fast—we can send these out within a day (often within an hour of gaining access).
- It’s action-oriented—we’re not just telling them we can help; we’re actually showing them how.
Currently, this method is resulting in a 20-25% conversion rate for us, which has been a game-changer.
For larger clients (think companies with £150m+ in revenue), the sales cycle is obviously longer—with more meetings and due diligence involved. However, even then, Loom videos play a crucial role in getting initial buy-in before diving deeper into discussions.
2. Leveraging LinkedIn & Events
Another winning strategy for us has been leveraging LinkedIn and in-person events.
- Posting on LinkedIn: We consistently share insights and engage with others’ content. Consistency is key here. While we aren’t always selling directly, staying visible leads to many inbound inquiries.
- Strategic Events: Contrary to popular belief, attending big industry events isn’t the answer. We focus on small, intimate gatherings—maxing out at about 30 to 40 attendees. This environment allows for genuine conversations rather than feeling lost among hundreds.
Our Networking Strategy
I understand that networking can be daunting, especially for introverts (which we are!). But to make a memorable impression, you need to bring energy.
Here’s our approach:
- Keep it casual: We avoid making the atmosphere overly “business-y.” We steer conversations away from work, aiming for laughter, friendship, and enjoyment.
- Relax and be yourself: Our goal isn’t to hard-sell but to forge relationships, leading to more engagement and referrals over time.
- Prioritize referrals over direct sales: Even if the individuals we meet aren’t direct buyers, they often recommend us to others. This strategy has significantly fueled our growth.
And just to clarify—we may not be naturally extroverted, but we put on our best faces, embrace the challenge, and dive in.
The Next Hurdle: Retention
Having nailed down our sales process, I’m now focusing on improving client retention.
Our rapid growth has
3 responses to “Some advice – how we scaled to $150m MRR in 2< Years”
Hey there!
First off, congrats on your impressive growth! Scaling to £150k MRR in just two years is no small feat, and it’s great to see you sharing your insights with the community.
I completely resonate with your take on the big pitch myth. In the fast-paced world of marketing, creating lengthy presentations often feels like a waste of both time and resources. Your approach of utilizing Loom videos is brilliant—you’re not just delivering a generic pitch; you’re providing tailored, actionable insights that immediately demonstrate your value. It’s no wonder you’re seeing such a solid conversion rate with that method!
As for LinkedIn and events, I think you’re spot on. Building relationships rather than focusing solely on sales is key to long-term success. Smaller, more intimate gatherings allow for genuine conversations and connections, which can lead to unexpected referrals. Bringing energy and a personal touch can make a significant difference; people remember how they feel long after the details of a conversation fade.
Regarding client retention, here are a few strategies that have worked well for us:
Regular Check-Ins: Schedule regular check-ins with clients to assess their needs and gather feedback. This shows that you’re invested in their success and allows you to address any concerns proactively.
Provide Value Beyond Contracts: Share insights, resources, or industry trends that could benefit your clients, even if it doesn’t directly relate to your work. This positions you as a partner who genuinely cares about their growth.
Client Appreciation: Small gestures, like sending personalized thank-you notes or small gifts, can go a long way in showing clients you value their business.
Feedback Loops: Actively seek feedback on your services and use it to improve. When clients see that you’re willing to adapt based on their input, it builds trust and loyalty.
Exclusive Access to Events or Content: Consider offering clients exclusive access to webinars, events, or content that could help them stay ahead in their industry.
I’d love to hear more about what’s worked for you in terms of client retention as well. It seems like you’re already on the right path with your mindset toward growth and connection. Keep sharing those insights—looking forward to hearing more from you!
This is a fantastic post, and I really appreciate you sharing your journey and insights into scaling your agency. Your emphasis on replacing traditional pitch decks with Loom videos is particularly resonant. The shift to a more personal and immediate form of communication not only showcases your expertise but also builds trust and rapport quickly. It’s encouraging to see such an approach yielding a 20-25% conversion rate—definitely a model worth emulating!
I’d like to add another layer to the discussion regarding client retention, which you highlighted as your next hurdle. While acquiring clients through innovative methods is crucial, retaining them is where the real long-term value lies. Here are a couple of strategies that have worked well for our agency:
1. **Regular Check-ins**: Beyond formal review meetings, consider scheduling casual check-ins with clients—perhaps a monthly coffee chat or a quick video catch-up. It demonstrates that you value their input and are genuinely interested in their success, fostering loyalty.
2. **Client Education**: Providing your clients with resources to better understand the strategies you’re implementing can empower them and reinforce the value you bring. Webinars or even curated articles that relate to their industry can position you as a thought leader, making them less likely to seek alternatives.
3. **Feedback Loops**: Encourage open communication by actively seeking feedback on your services. Not only does this show that you care about their experience, but it can also reveal opportunities for improvement or expansion of services that lead to upselling.
Leveraging your
Thank you for sharing your insights on scaling your marketing agency! It’s truly impressive to see how you’ve navigated through such rapid growth while maintaining a focus on personal connections in your sales process.
I completely resonate with the effectiveness of Loom videos; they offer a unique blend of personalization and speed that traditional pitch decks often lack. In addition to that, I’d recommend considering the power of storytelling in your video walkthroughs. By framing your insights within the context of a story—perhaps highlighting challenges similar clients faced and how you helped them overcome those—your potential clients might feel even more compelled to engage with your solutions.
On the topic of LinkedIn and networking, I’d also suggest that you explore video content beyond sales pitches, such as sharing behind-the-scenes glimpses of your team at work or short case studies of successful campaigns. This not only humanizes your brand but can also spur discussions and build trust with your audience.
As for retention, it’s great that you’re focusing on that next hurdle. One effective strategy I’ve seen implemented is creating a client feedback loop. Regularly checking in with clients to gather their thoughts on your services can provide invaluable insights to refine your offerings while also making clients feel valued.
I’d love to hear more about the specific retention strategies you’re considering as you continue to grow!