How to Make More Money Working with Fewer Clients

By , Small Business Consultant and Marketing Strategist

Solo-E Certified Solo Entrepreneur Expert

Michele A Scism - Small Business Consultant and Marketing Strategist

Which would you rather do… try to make 25 $200 sales or a $5,000 sale?

If you are like most of my clients when they start working with me – you would choose option 1 because that seems easier to you. That choice is what is keeping you poor.

I’ve been in business for 5 years (and I hit 6 figures in year 1) – and I’ll tell you a BIG secret. it is actually easier to make one $5,000 sale or two $2,500 sales than to get 25 people to spend $200 with you. Truth.

So, if it is so much easier to make bigger sales, how come more people don’t do that?

Here are three reasons why you aren’t making big sales (and how to fix them).

You don’t have a $5,000 (or even $2,500) program

You can’t sell what you don’t have. I get that. But, you can have a $5,000 product right now if you want. Here are some ideas:

  • Create a VIP Day
  • Do a 6 month mentoring program
  • Put on an event and create and amazing sponsorship package

You aren’t charging enough

This is a mistake I see talented people make ALL the time.

They make HUGE promises for tiny prices. Think about this – would you trust a doctor who only charged you $200 for surgery? How about a business coach who charged $10 an hour?

I have a client who was offering to map out a complete, automated marketing funnel for $197 – do you think many people took her up on that? She raised the price to $997 and immediately began to sell packages regularly. If you don’t own your value – nobody else will.

You aren’t talking to enough people.

Now that you’ve created a new program and are charging appropriately – the next step is to make sure you are talking to enough people. And by that, I mean having sales conversations – and making an offer. So, let’s say you can close 2 out of 10 conversations (which by the way is above average) – you need to talk to 10 people each month to get two new clients. If you close at 10% – you would need to talk to 20.

Follow the above three steps and you’ll be making more money working with fewer clients in no time. Want more information on how to close sales conversations, or how to establish your expert status. Check out my free video series at

Michele Scism is a decisive, driven and committed entrepreneur who helps successful business owners create passive income streams so they can stop working so hard and start enjoying the benefits of entrepreneurship.

Michele’s business expertise has been highlighted recently on NBC, CBS, Fox, and She is an international speaker, best-selling author and the Founder of Decisive Minds.

She is a serial entrepreneur who knows how it feels to fail miserably at business, at one time the bank actually called demanding their $1.5 million back, and also knows how it feels to sign the contract to sell your company for $9 million dollars. For business building tips visit

© Copyright 2015 Michele A Scism

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