13: Matt Inglot | How the 3-10 client rule can boost your fees

If you've ever felt like you were on a never-ending hamster wheel, you'll want to tune-in to this week's Unstoppable CEO Podcast episode... Matt Inglot--a successful marketing agency/consulting firm owner and the guy behind freelancetransformation.com--flipped his agencies model from needing lots of clients (and struggling)... To needing a small number (he calls it the 3-10 rule) to be profitable. Matt shares his secrets to attracting clients consistently, AND why he turns away 80% of the prospects that contact his firm. We talk about... How to engineer small wins in your business (so you're not sucking wind waiting for a home run)... Why it's harder to sell when you need a client (and how to quickly overcome it)... How to assume the "surgeon's posture" when you're talking to a prospect... And a whole lot more. Listen now... Timeline 00:13 Steve introduces Matt Inglot 01:11 Matt begins by telling us how he started off in business really young when he realized there was a different way to earn a living. 03:51 Matt talks about how he needed to restructure his business to focus only on worthwhile clients. This focus has led him to the point where he turns down 90% of prospective clients in 3 mins. 8:10 Matt explains the situation that led him to restructure and the cuts he made to revamp the business. 12:52 In order to help other business not to make the same mistakes he did, Matt set up Freelance Transformations. 15:06 Matt explains his 3-10 rule. If you need more than 10 clients then there's probably something wrong with your business model. 17:36 Steve expands on the importance of consistency in business to gaining clients. 23:03 Matt says always stick to your prices, never bargain down. Mentioned in this episode: Freelance Transformation (website) Freelance Transformation Podcast  Start with NO Jim Camp