£17k/month Cyber Security Business! But Can't Find Enough Customers

In this episode, host James Sinclair talks with Lewis Lockwood, the founder of Incrusion Cyber Security Limited, which specializes in cybersecurity consulting. They discuss the recent cybersecurity incidents in notable companies like Marks & Spencer and how small to medium enterprises (SMEs) are also targets for hackers.

Lewis shares that his business is generating monthly revenues between £12,500 and £17,500 but struggles to acquire clients directly, often relying on third-party agencies. James provides key strategies on transitioning to a direct marketing approach and making potential clients understand their cybersecurity needs without invoking fear.

They also talk about the need for Lewis to create a proactive scaling plan, as he is currently reactive in decision-making. His ambition includes expanding his team from three to six members within a year and eventually growing to a team of 30 to 50 staff. James emphasizes the importance of consistently marketing his services and leveraging social media, suggesting that Lewis should produce regular, value-driven content to attract clients more effectively.

The episode concludes with a discussion about the need for long-term planning in business, the importance of identifying the right customer base, and the strategic acquisition of complementary businesses to enhance his service offerings.