Playbook / Lessons / Sales and advertising
Cash-flow businessAsk past clients where you add value
Justin Welsh describes going from $250 an hour to $1,800 an hour for consulting within a year. He emailed past customers asking where he had created the most value, asked the clients with big results for concrete numbers as testimonials, and then repackaged his offer at a higher price. He says the first months were slow before new clients arrived at the higher rate.
“I was busy solving million-dollar problems for hundred-dollar prices, and my clients knew it.”— Justin Welsh, The day I 7x'd my prices (and it worked), Jul 2025
Do this
Email your last ten clients asking where you created the most value for them, and ask the happiest ones for a number you can quote.