Eric Deeran argues that selling higher-value services means you need fewer clients to hit revenue targets, they stick around longer because they see results, and they refer more business. Focus on outcomes, not just volume.
You need less clients to hit your income goals or your revenue goals in the business, because each client is actually more valuable. And the two things you want to look at when you're growing your business is how do I get more customers, and how do I get them to pay me more at the end of the day? And so we want to look at those two things and figure out how we can provide more value to the client so then they'll pay us for that value. Clients will stay longer because they're actually getting outcomes from you, and they're going to refer you to more people, and that's going to turn into more business as well, because you're actually getting them results.
