7 ways I grew my business (purely with my expertise)

Pete Scott

Jul 7 in Community

I don’t have a large following online, but for 10+ years I’ve generated 180K to 500K per year, every year.

Here’s my top 7 reasons why I believe this has been possible with extreme consistency since 2012:

1) Less clients, more value

2) Application and interview process

3) Niche in high demand/low competition industries

4) Sell expertise, not time

5) Serve current clients on a deeper level

6) Empty the diary, don’t fill it

7) Mastery

More on all 7 👇

1) Less clients, more value

I’ve never been good at building a large audience, no matter how hard I try, it never seems to work.

I also find it extremely overwhelming to try and sell to 1000 people, I much prefer thinking of “how do I help just 5 people?”

This mentality has helped me build my business in my deepest core value, to offer real change and transformation.

I can’t do this for 1000 people at a time, but 5 people is 🙏.

Naturally, this means charging a premium….

I charge £5000 for my sales community, it’s just one product where all my members have lifetime access to my training, support and they all help one another.

It works, so I don’t reinvent it.

Each month I open doors to 5 new students.

Simples.

2) Application and interview process

When selling something for thousands, it only makes sense to guarantee you’re selecting the right clients to work with.

The last thing I want is for someone to pay me a lot of money and I end up hating them or they hate me lol.

This is why the application and interview process works time and time again.

Best of all, applications means extremely qualified leads. So instead of selling and convincing, you're selecting and handpicking the right clients to work

3) Niche in high demand/low competition industries

Mostly, I don't work with coaches, copywriters or marketers.

A: Most give me a headache (sorry not sorry, although I do have a few who are great clients)

B: Everyone and their cat is already selling to them

The industries I work with have an extremely high need and demand for what I offer (sales transformation).

But, there’s few experts who are genuine masters in their craft.

This gives me an abundance of clients, I basically handpick my clients and keep this way

4) Sell expertise, not time

I have zero interest in selling you an hour of my time.

I only sell what’s valuable to the client (sales transformation).

So, over the years I’ve continually improved and adapted my offer to reflect this.

Selling time is a weird concept and flex, I prefer to help my clients transform, even it means zero time from me.

I think the saying is “if you sell all your time to make money, you’ll have little of both”.

5) Serve current client on a deeper level

The best clients are the ones you already have.

Also, I’m terrible at constantly hunting for new leads and growing a large audience.

Mostly though, it’s fun to work with current clients and have them pay you more because they’re already blown away with the value you’ve provided.

The best compliment (for me at least), is a current client paying more money to help them reach a new level

6) Empty the diary, don’t fill it

I don’t think any of us run our own business to work all the time.

I’ve been there, I used to flex on selling 180+ consulting days per year and ended up burnt out and giving myself health problems.

The last few years i shifted my focus entirely to ask how I can have an empty diary and work 2 hours per day?

This was a huge game changer, it cleared not only my diary, but my thinking too.

I still work more than 2 hrs per day, but it’s my choice to do so.

7) Mastery

Hands down the number 1 reason (I believe) for continued success is my obsession with sales transformation.

I’m an avid student of the psychology, concepts and methods out there.

It makes no sense to be the same as I was last year.

I believe this is why I have big brands continually ask me to consult for them, because they know I'm not grifting online and instead, they’re getting someone who will make the biggest impact.

Mastery in tour craft is 👌

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