Insights on Scaling to £150k MRR in Under 2 Years
Hey everyone,
Just a heads-up—this is all my work, but I used GPT for structure, so please go easy on me in the comments! Haha.
I wanted to take a moment to share how we’ve accelerated growth at our marketing agency over the past year. About this time last year, our team consisted of just two people; now we’ve expanded to 22, serving 30-40 clients in both creative and performance sectors. Scaling in this industry is challenging, and many agencies find it tough to nail down sales, especially while pursuing rapid growth. In that spirit, I aim to be transparent about the strategies that have truly worked for us.
Dispelling the Big Pitch Myth
Many agencies invest heavily in elaborate pitch decks and extensive strategies to win clients. While this may work occasionally, for most, it’s a slow, laborious, and often ineffective method. Honestly, I can’t stand it. It’s time-consuming, clients don’t engage, and it seldom leads to success.
What’s truly transformed our approach is simplifying the process and focusing on speed, energy, and personal connections.
What Works for Us
1. Loom Videos Instead of Pitch Decks
We’ve ditched the hours spent crafting lengthy presentations and pivoted to creating quick Loom videos. These are real-time walkthroughs of potential clients’ accounts, showcasing what we see, what’s working, and where opportunities exist.
Why is this approach effective?
- It’s personal—clients get to hear your voice, see your face, and grasp your insights.
- It’s rapid—we can deliver these within a day (sometimes just hours after gaining access).
- It’s action-oriented—we don’t just make promises; we provide evidence.
Currently, we’re achieving a 20-25% conversion rate with this method, which has been a game-changer. For larger clients (those with £150M+ revenue, some even in the billions), the sales process naturally takes longer, requiring more meetings and diligence. However, Loom videos are crucial for securing initial buy-in before deeper discussions commence.
2. The Power of LinkedIn and Events
The other strategy that’s proven far more effective than anything else is leveraging LinkedIn and in-person events.
- LinkedIn Posting – We regularly post, share insights, and interact with others’ content. Consistency is key. It’s not always about selling, but staying visible; many of our inbound leads stem from this engagement.
- Choosing the Right Events – Contrary to popular belief, attending large industry events isn’t what works best for us.
Instead, we focus on small, intimate gatherings—30 to 40 attendees max. This allows for real conversations, unlike getting lost among hundreds of people.
Our Networking Approach
I know networking can feel awkward, especially for introverts (which we very much are). However, creating memorable impressions requires energy.
Here’s our game plan:
- Keep it casual – Nobody enjoys being in a forced sales pitch. Instead, we steer chats away from work, focusing on having fun, forging friendships, and soaking up the moment.
- Relax and be human – Our goal isn’t hard selling but relationship building. This approach generates far more engagement and referrals in the long term.
- Referrals > Direct Sales – Even if the people we meet aren’t direct buyers, they often recommend us to those who are. This has been a significant growth driver for us.
Just to clarify—we are not natural extroverts. We just put on a brave face, hope for the best, and dive in.
2 responses to “Some advice – how we scaled to $150m MRR in 2< Years”
Hey there!
Thanks for sharing your journey and insights on scaling your marketing agency! It’s impressive to see how you’ve expanded from just two people to a 22-person team in such a short amount of time.
I totally resonate with your thoughts on the pitfalls of traditional pitch decks—Loom videos truly do create a more personal touch and can engage potential clients in ways that static presentations often fail to. The ability to showcase your expertise in a visual and actionable manner is a game-changer, and it seems to be working wonders for your conversion rates!
Your focus on LinkedIn and intimate events for networking is also spot on. Building genuine relationships in a relaxed environment really sets the foundation for trust and referrals. I think many people underestimate the power of those personal connections, and you’re clearly leveraging that to your advantage.
As for client retention, it’s great to hear that you’re already thinking about it proactively. Here are a few strategies that have worked for others:
Regular Check-ins: Schedule consistent check-ins with clients, not just for project updates, but to understand their evolving needs and challenges. This shows you care beyond just delivering services.
Value-Added Content: Share relevant insights, tips, or resources tailored to their industry. Providing ongoing value can reinforce your role as a trusted partner.
Solicit Feedback: Actively ask for feedback and be open to making adjustments based on client needs. It shows you value their opinions and are committed to improving your services.
Celebrate Wins: Take the time to celebrate your clients’ successes, whether small or large. It builds a sense of partnership and reinforces a positive association with your agency.
Client Education: Offer workshops or training sessions on relevant topics. This not only positions you as an authority but also empowers your clients, making them more invested in your relationship.
Loyalty Programs: Consider establishing incentives for long-term clients, such as discounts on renewals or bonus services for referrals.
It sounds like you’re already on the right path with a strong sales strategy, so with these retention ideas, you could further solidify those client relationships! Looking forward to seeing how you continue to grow!
Best of luck! 🚀
Thank you for sharing your insightful journey towards achieving such impressive growth! It’s refreshing to see an approach that’s centered on simplicity and authenticity, especially in an industry often bogged down by complex pitches and formalities.
I find your emphasis on Loom videos particularly compelling. The shift from the traditional pitch deck to real-time, personalized video engagements not only enhances client connection but also showcases your expertise right from the get-go. This not only humanizes your outreach but also presents a proactive stance that clients genuinely appreciate. In a world where attention spans are dwindling, your method resonates well with the demand for concise, actionable insights.
Additionally, your strategy of engaging on platforms like LinkedIn and focusing on smaller networking events aligns perfectly with the current trend of relationship-driven marketing. It’s increasingly clear that deep connections yield better long-term value than hastily formed business transactions. This principle also ties back nicely to the notion of “giving before receiving”—by offering valuable content and engagement, you’re establishing trust and goodwill that often lead to referrals and recommendations.
As you scale further, it might be interesting to explore how you can incorporate client success stories or case studies into your Loom videos. This could add an additional layer of credibility and demonstrate the tangible results your agency can deliver.
Looking forward to hearing more about your next steps in this incredible journey!