How Getting Better Clients Can Scale Your Business

There are many different ways Soloists can scale without hiring employees, but getting better clients tends to fly under the radar.

It works in the early days of your business as you learn who you work best with and who happily pays your fees.

And getting better clients works just as well once you’ve established yourself and built some authority in your niche—even if your circle is still quite small.

In fact, I’ve had clients 2X and 3X their already six-figure revenue just from a focused client upgrade.

Say you’re earning in the $150K range with a handful of clients and you’re working pretty much at capacity.

If you could charge each client twice as much, you could double your income or slice your working hours in half.

The thing is, it can be challenging—and downright risky if you need every dime of current revenue—to change how you price your work for existing clients.

Luckily, new clients are wide open territory.

They’ve come to you because they were referred to you from someone they trust or they worked their way into your sales funnel. They are an opportunity to experiment, one engagement at a time.

Say you offer a productized service. Just try upping the ante every time you get a yes: when new client A pays $10,000 easily, bump it up to $15,000 or $20,000 for new client B.

You’ll find the upper limit fairly quickly this way and your bonus for experimenting is extra revenue that goes straight to your bottom line.

If you don’t publish your prices, it’s easy to change them on specific engagements: all you have to do is start.

Like “Jeff”, who decided that not only was he in his genius zone working with his more strategic/less tactical clients, but they were willing to pay considerably more for high-end outcomes.

After a few sales conversations, it became a no-brainer to recognize his ideal clients—and say a quick “buh-bye” to the rest.

No change to his business model, a few messaging tweaks and he’s currently at 2.5X his old income and counting…