Patrick Added $60K MRR Signing Enterprise Clients In 1 Month

SUMMARY

Patrick, CEO of The Visionary Group, discusses his agency's rapid revenue growth from $80-90K to $140K MRR in under two months after implementing Alex Hartsuff's strategies for transforming their sales process and successfully acquiring and upselling enterprise clients.

STATEMENTS

The agency's revenue grew from $80-90,000 per month to nearly $140,000 in December, within approximately 40 days of implementing new systems.
The Visionary Group, led by Patrick, is an e-commerce growth agency specializing in advertising, creative, and email marketing, originally focusing on the health and fitness space.
A significant factor in the rapid revenue growth was elevating pricing models, improving the pitch strategy, and ascending existing big clients to larger packages.
The agency secured a deal worth $35,000 per month early in the collaboration, which they previously wouldn't have been confident enough to pitch at that price.
Patrick noted that their past pricing was significantly lower, and the focus was on acquiring many clients at a lower price point.
The newfound confidence in charging high prices (e.g., $7k, $8k, $10k, $15k, and even $20k+ per month retainer) was critical for growth.
Before the transformation, client acquisition primarily relied on LinkedIn cold outbound and referrals, which was not scalable.
The successful acquisition strategy involved moving from "half-assing" small ad spends (around $3K a month) to fully committing to larger ad budgets (e.g., $10K-$12K) to achieve consistent call bookings.
The agency shifted from low-converting lead magnet funnels to a direct call booking strategy using paid ads on the B2B side.
The utilization of professional, custom pitch decks became crucial for closing larger, enterprise-level clients, countering older beliefs that decks were a waste of time.
High-quality pitch decks significantly enhance the perception of value and professionalism, especially when presenting high price points to large corporations.
Sales assets, such as the customized deck, are vital for multi-level decision-making processes within large companies, allowing mid-level managers to effectively present the agency's value to senior leadership (CMOs or Heads of Marketing).
Dealing with no-shows and increasing show-up rates was significantly improved by implementing revised systems in the sales process.
Patrick found that selling to larger clients is often easier than selling to smaller clients because large corporations have significant margin for ROI and less budget sensitivity.
Small brands often treat a $5K-$10K retainer as a substantial percentage of their total revenue (e.g., 30% of $10K-$20K monthly revenue), making them harder to scale and more prone to churn.
Increased revenue and margin from enterprise clients allowed the agency to invest in higher-quality talent and grow its headcount in a profitable manner, reducing the founders' involvement in day-to-day fulfillment.
The initial ROI on the coaching program was recouped almost immediately through the successful negotiation and closing of bigger deals with existing lead flow.

IDEAS

Operating from a Position of Strength: Leveraging comprehensive case studies and wins to optimize landing pages and structure a powerful, high-ticket offer for enterprise clients.
The "Premium Perception" Strategy: Utilizing professionally designed sales assets like custom pitch decks transforms the prospect's view of the agency, elevating the perceived value and justifying premium pricing.
Paradox of Easier Enterprise Sales: Contrary to common belief, Patrick suggests that securing larger contracts from sizable, well-established companies is often simpler than convincing small businesses, who are often focused on constrained budgets.
Commitment to Scale via Advertising: Overcoming the hesitancy around ad spend by transitioning from minimal, ineffective budget allocation to a "rip the Band-Aid off" approach with $10K+ monthly spend to ensure consistent inbound qualified sales calls.
One-Call Close Strategy for Enterprise: Implementing a structured sales process that includes a thorough audit and custom deck, aiming for a one-call close when appropriate, while prepared for multi-call processes involving various decision-makers.
Leveraging Growth for Talent Acquisition: Using the higher margins from enterprise clients to hire high-quality, full-time talent, effectively taking pressure off the founders and improving service delivery quality.
The Danger of the Small Client Trap: Recognizing that constantly selling to small clients creates a high-churn cycle and necessitates constant "pulling teeth" to justify modest retainers that consume a disproportionate amount of a small brand's revenue.
Systemizing the Unpredictable: Establishing predictable call booking systems via paid ads replaces the non-scalable reliance on cold LinkedIn outbound and referrals, providing consistent opportunity flow.
Internal Sales Assets as External Advocates: Providing decision-makers within a client company with high-quality, professional decks ensures that the agency is accurately and compellingly resold internally to senior executives, even if the founders are not present for the ensuing conversations.
The Multiplier Effect of Enterprise Success: Successfully delivering results for one enterprise client (e.g., an eight-figure brand) immediately unlocks significant ROI and confidence, creating a flywheel effect for acquiring more similar clients.
Shifting Founder Focus: The transition allows founders to move from day-to-day service fulfillment to "needle driving activities" that focus solely on business growth and strategy.
Quality Control as a Growth Constraint: Acknowledging that effective scaling requires proactive management of operational complexity (better problems to have), ensuring service quality improves, rather than decreases, as the team and workload grow.

INSIGHTS

Confidence in pricing is not just a mental state but a fundamental component of the new client acquisition strategy, enabling pitches for previously unimaginable deal sizes.
The strategic deployment of leveraged assets (decks, proven systems) is what transforms selling hours into revenue-generating outcomes for high-ticket services.
True scalability for an agency often lies in the willingness to abandon high-effort, low-reward small client acquisition in favor of high-margin, leveraged enterprise relationships.
Investing significantly in paid advertising on the B2B side becomes an act of buying back the founders' time, leading to a predictable stream of qualified sales calls that justify the expense.
The perception of a premium service, meticulously cultivated through assets like detailed pitch decks, is often more critical than the sheer volume of prior results in securing large-scale retainers.
Operationalizing growth through strategic hires is necessary to avoid decreasing service quality as sales volume increases after transitioning to enterprise scale.
Long-term systems implementation (e.g., proprietary ad strategies, robust sales funnels) ensures that the initial investment delivers compounding returns far beyond the immediate financial gains.

QUOTES

"I think the big thing was just elevating our pricing as well like just our whole pricing model improving that."
"The issue in the real growth there is that confidence that we're able to be like okay this is our price."
"Perception is reality and if they see something that looks really nice the way that they view you is premium."
"It's like actually way easier to sell bigger clients than little clients."
"If you get their email from 20 to 22 it's like insane amount of growth."
"Once you crush it for one Enterprise client you get all the Enterprise clients like just one by one by one by one."

HABITS

Regularly updating and optimizing the firm's landing page to reflect high-level case studies and wins.
Proactively structuring a strong, high-value core growth engine offer instead of relying on standard service listings.
Committing substantial advertising budgets (e.g., $10K-$12K/month) solely to B2B call booking funnels.
Conducting thorough audits and creating customized, professional pitch decks for every potential enterprise client.
Actively working to transition out of the lowest-paying clients to free up bandwidth for high-value work and service fulfillment.
Maintaining a defined process for handling non-committal or multi-stage sales cycles typical of large organizations, including effective deck sharing and follow-up.

FACTS

The Visionary Group achieved $140,000 in monthly recurring revenue (MRR) in December, having started the scaling process shortly after late October.
Patrick’s agency is based in Dallas, Texas.
The agency specializes in three core services for e-commerce growth: advertising, creative, and email marketing.
Before the strategy shift, the agency was operating around $80,000 to $90,000 in monthly revenue.
The agency’s short-term revenue goal is to hit $200,000 cash collected by June/July, with a long-term goal of $300,000 MRR in a single month in 2025.
The agency's client base includes contracts exceeding $20,000 per month.

REFERENCES

LinkedIn (as a primary cold outbound channel).
Enterprise Clients Newsletter (Alex Hartsuff's resource).
Enterprise Clients Workshop (Alex Hartsuff's program).
Twitter: @AlexHartsuff.
Instagram: /alexhartsuff.

HOW TO APPLY

Elevate Pricing and Confidence: Immediately increase your average deal size by restructuring your pricing model and developing the internal confidence to pitch high figures (e.g., 3-5x current rates) to prospective enterprise clients, based on your expertise.
Transition to High-Budget B2B Ads: Shift budget away from low-converting lead magnets and commit a significant monthly spend (e.g., $10K+) on targeted paid advertising primarily geared toward direct call bookings to ensure a predictable, high volume of qualified sales opportunities.
Develop Premium Sales Assets: Invest time and resources into creating professional, custom pitch decks and audit proposals for every large prospect; use these assets to establish a premium perception and facilitate internal resale to high-level decision makers (CMOs/CEOs).
Ascend Existing Clients and Cull Low-Value Work: Proactively identify existing clients suitable for larger packages and move them to higher retainers, while simultaneously planning to offload the bottom 20% of smallest or most demanding clients to free up operational bandwidth.
Reinvest Margin into High-Quality Talent: Utilize the increased profitability from enterprise contracts to strategically hire high-caliber employees, ensuring that service fulfillment quality is maintained or improved during periods of rapid growth and scaling.

ONE-SENTENCE TAKEAWAY

Scaling aggressively requires confident high pricing and abandoning the small client trap through leveraged systems and premium sales assets.

RECOMMENDATIONS

Immediately stop "winging it" in sales and adopt a highly structured approach with custom pitch decks for all high-value prospects.
Abandon the hesitancy around large ad spend and treat it as a necessary investment to purchase predictable inbound sales leads, moving past reliance on manual cold outreach.
Focus on optimizing your offer and messaging specifically to resonate with the high ROI needs of eight-figure and nine-figure brands, rather than trying to tailor to small businesses.
Systematically evaluate and either ascend or transition out any client paying less than a sustainable minimum retainer (e.g., $1K-$2K a month) to dedicate resources entirely to enterprise work.
Invest the newly acquired margin into building a robust, high-quality fulfillment team to ensure founders can focus on strategic growth activities instead of day-to-day operations.
Build internal sales