Getting 20 customers per month is possible but will be a challenge if your just starting out.
Focus on your SEO
Reach out to friends, family, business contacts etc
The hosting business is just like any other business, the more clients you get makes it easier to get more clients with word of mouth etc.
Building a successful hosting business in 2016 is a marathon not a sprint, it's a very competitive business with many good and bad providers.
Just do your best to keep your existing clients happy and more will follow.
Above given suggestion are very useful.
Getting 20 client a month is nothing big for a good hosting company. But to reach at that point, you have to spend some time in the market surving your existing clients and others around on the forums and other related platforms.
Let me tell you that after spending some quality time in the market, you will also start welcoming clients who will order 15 to 20 huge servers in one go.
My business plan has always had customer happiness and retention at it's core. Keep your existing customers happy and word of mouth will start to happen.
Us smaller providers have a huge battle with firms like GoDaddy, it's impossible to compete with SEO and advertising but their size is also their weakness, big firms often do not put the investment into support and services and start to bleed customers. It always makes me smile when I get a migration request from a GoDaddy customer
If your just starting out I understand the struggle to get clients, I was once in your shoes myself but If you stay positive, provide quality service and in this business for the long term organic growth will happen sooner or later.
Have you considered supplementing your hosting with some other service or services? Often a website I do will either be very expensive hosting premiums with a free website, or a very expensive website with free hosting, so I piggy back off one or the other in order to build perceived value.
You need to advertise and you need to work your power base by making a list of everybody you know, and catching up with them in person. Sell them after the catch up and consider their problem. You can solve:
1. Web security issues
2. Speed of website (which is an SEO factor)
And there are probably a hundred problems you can solve. They key is to emphasize their "pain point(s)" and capitalize on them (as with any business). It is unlikely that they care about storage and bandwidth (your local market) because the average business owner doesn't know or care about what web hosting is. They care more about what it does.
If you are planning to start a normal hosting without much extra or attractions then getting 20 customers per month for a startup seems to be un realistic. I will suggest you to have a good market study and customers latest requirements for hosting, Setup the plans according to the statistics, Try to provide some thing unique, and since you are in development, I will suggest either some plguins, or some deveopmental support hours for clients who host with you etc which will attraact a lot of new customers who might be not interested to contact developers for the site setup. Also an discount offer in developmental rates for those who host with you. I know many hosting company who develop the sites. host those wither in the shared hosting or in a seperate vps etc.
Unless there is any thing unique, getting traffic and getting 20 customers will be tedious and I will say almost impossible.
Some other methods are be active in Forums , Get reviews from your existing customers and try to provide some referal bonus for the existing clients, etc can improve the sales but not as per your wish. Those will take some time.
Nixtree, you are very realistic in your suggestion and for the majority of your posts I can't help but to agree with you. However I don't think 20 a month is unreasonable. That means he needs to contact about 100 - 150 people a day and close 1 sale approximately every other day. SEO, ads, PPC, networking and a good old fashion lead list can certainly solve this problem.