Early-stage service providers should say yes to almost everything, over-deliver, and build relationships that generate case studies and testimonials. Once revenue flows, raise prices and become selective, using those early wins as leverage to attract higher-value clients.
So again, don't be too picky too early. And later, as revenue starts to flow in, I don't want you to stay in that same zone. I want you to start to price higher. I want you to start saying no, but initially, or if you are struggling, you want to say more yeses and you want to really bend over backward to make these initial clients happy so that you can again get the logos, the case studies, the testimonials, so you can go then after your dream clients.
