Many answering this might say “a lot!” We need a lot of clients for our expertise based service business.

Getting clients is often viewed as a goal in and of itself. We need to get more clients. But more in the context of goal achievement is not very specific.

To arrive at a number we may just choose one. Let’s say 20. Or perhaps 50. What if we went for 100?

None of this makes any sense in the long run because it’s not tied to anything.

In order for you to decide what you need, you have to begin with the end and work backwards.

1. Start with – what is your revenue goal for the next 3 months?
2. What are your core packages and how much does each cost?
3. Based on this information – how many clients do you need to retain in the next 3 months?
4. What is your client meeting to client conversion rate?
5. How many meetings do you need to book to land the number of clients you identified in 3.
6. How many potential clients do you need meetings with overall based on the number you noted in 4.

For most of us eight to ten new clients is reasonable if you are a solo professional. If you have a team, each professional member could manage eight clients.

The challenge for many service providers is not knowing how to productize their services. Many of you are charging too little for your services overall plus you don’t have at least 3 core offerings in place (at different price points) and so you cannot determine how many clients you need to meet your revenue goal.

This is a simpler, more effective approach to answering the question – how many clients do I need to be successful?

If you need help pricing your services – WhatsApp me -750-7859.

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