1. Productise Your Services
- Clear packages: scope, timeline, and price in plain language.
- Lead magnets: publish templates or checklists that showcase your approach.
- Testimonials: stories beat adjectives; ask clients for outcomes.
How to act
- Define 3 tiers: starter, core, premium; price on value, not hours.
- Add a paid “diagnostic” to start relationships on fair footing.
- Systemise onboarding with one form and a kickoff checklist.
Tip: If every project is custom, your margins will always be fragile.
2. Keep the Pipeline Predictable
- Outbound cadence: 10 targeted touches/week beats bursts.
- Allies & referrals: make it easy to recommend you.
- Cash flow first: milestone billing with deposits up front.
cadence:
mon: 5 outreach
wed: 5 outreach
fri: 2 follow-ups, 1 case study
billing:
deposit: 40%
milestone_1: 40%
final: 20%