In early 2024, I began working with a client I'm going to call "Client A". When we started working together, they were in a good position. They were making around $6K a month with a large, engaged audience on their core channel (LinkedIn). But like most of us, they wanted more.
They were putting in too many hours and getting paid too little for their work. Most importantly they were seeing inconsistent results from their lead generation activities. In our first session, we set clear goals, and identified the first steps to transforming their business.
Setting Clear Goals
The initial goals they wanted were very straightforward:
Increase monthly income from $6K to $8K.
Reduce their workweek to four days.
With these goals in mind, we focused on three key areas: pricing strategy, lead generation, and maximising impact.
Freelancer Pricing Strategy: Shifting the Focus from Hours to Value
Challenge: Client A was charging too little for the significant value they were providing their customers. Their income also depended on the number of hours they worked each month (an absolute no-no).
Solution: We restructured their pricing model by shifting from hourly rates to output based package pricing. This moved the focus to the value of their output rather than the time spent working. This way their customers knew what they'd receive each month, as ultimately, that's what they cared about (not the hours that went into it).
Result: This shift not only increased their income but also enabled them to take on more clients, as they were able to work more efficiently.
Lead Generating Content: Doubling Down on What Works
Challenge: Despite having an engaged audience, Client A found their inbound leads inconsistent. We identified that they were often creating content without an outcome in mind. Sometimes writing whatever seemed interesting in the moment.
Solution: We analysed their content to identify what consistently generated leads. Then decided to double down on that content. In their case it was primarily case-studies and 'how-to's'. By focusing their content creation on these areas, and not getting distracted, we saw immediate improvements.
Result: A steady flow of inbound leads. Improved engagement from their ideal customers. Most importantly, a repeatable tactic they could use whenever they needed to drive leads.
Impact: Focusing on What Mattered
Challenge: Client A was working too many hours without seeing their income improve. They thought that there were probably unproductive areas. But didn't know where best to focus their efforts.
Solution: We worked on a clear process. Over the course of several weeks, Client A tracked almost everything they did. We then systematically reviewed each activity. Identifying and cutting out anything that wasn’t adding significant value. This leaner approach allowed them to focus their energy on high-impact tasks.
Result: By streamlining their operations, Client A was able to cut their working hours by 25%. Not only that, but by focusing on the most impactful tasks they got more leads and were able to take on more clients.
The Transformation: Adding $10k in Just Six Months
With these strategic changes, Client A didn’t just reach their initial goals—they smashed through them. In just the first half of their coaching program, they:
Reduced their working hours by 25%.
Increased their monthly income to 16K.
Saw a huge increase in consistent high-quality leads.
The best bit? This client is incredible to work with. They put the work in, embrace feedback, and are prepared to try new things. Now, with their initial goals crushed, we’re setting new ones for the second half of the year.
Conclusion
Client A’s story is a testament to what can be achieved with the right approach. For them it was about pricing, content and impact. But everyone and every business is different. You need to find a strategy that's right for you. One that identifies your most important opportunities for growth.
What Next?
If you’re ready to make a similar transformation in your business, let’s talk. As a coach, I specialise in helping freelancers and founders sign more clients, work fewer hours, and earn multiple six-figures.
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