Increasing Prices Without Losing Your Current Clients
The High-Ticket formula
When trying to increase prices, most solo-founders try to jump straight to high-ticket offers.
They lose their existing clients in the process.
Their revenue actually drops.
Here's how to do it right.
This week’s issue is sponsored by
Kinsta is the highest-rated managed host for WordPress on G2. We provide everything you need, including an unbeatable combination of speed, security, and expert support. Powered by Google Cloud and the fastest C3D and C2 servers combined with CDN and Edge Caching. Choose any of the available 37 global data center locations! Your sites are secured with Cloudflare Enterprise, protecting you from DDoS attacks. Kinsta has all the tools you need to make your WordPress site fly: built in caching, staging environments, free SSL, optimization for your images, the latest PHP version, automatic database optimization, daily backups, SSH and SFTP access and much more. Our dedicate migration team will move over your sites for free, you don't have to do anything! The first month is completely free on the starter plans!
The Upmarket Framework
Moving upmarket isn't about raising prices.
It's about raising value first.
Then prices follow naturally.
Here's the step-by-step system.
Step 1: The Value Audit
Look at your last five client projects.
Identify every single piece of value you delivered.
Not just the deliverables.
The actual business impact.
Write down the results they got.
You're probably delivering more value than you realize.
And charging too little for it.
Step 2: The Service Stack
Create three tiers of service:
Your current offering
Your current offering plus one high-value add
A premium done-for-you solution
Don't eliminate your current service.
Add above it.
This is crucial.
Your existing clients stay happy.
New clients have options.
Step 3: The Bridge Offer
This is where most people mess up.
Don't jump straight to your highest tier.
Create a bridge offer first.
Take your current service.
Add one valuable element.
Increase the price by 40%.
Test it with new clients only.
Step 4: The Value Language
Stop talking about deliverables.
Start talking about outcomes.
Instead of "website design."
Say "revenue-generating digital presence."
Instead of "social media management."
Say "automated client acquisition system."
Your service hasn't changed.
Your positioning has.
Real World Example
Sarah was a copywriter charging $2000 per project.
Created three tiers:
$2000: Standard copy package
$3500: Copy plus conversion strategy
$7000: Full funnel implementation
Kept her existing clients at $2000.
Offered new clients only the higher tiers.
Revenue doubled in 90 days.
The Implementation Timeline
Month 1: Run your value audit.
Month 2: Create and test your bridge offer.
Month 3: Build your premium tier.
Month 4: Phase out new clients at the lowest tier if desired.
Gradual works.
Rushed fails.
The Client Communication
Tell existing clients about your new offerings.
But don't push them to upgrade.
Let them ask you about it.
The Pricing Psychology
People value what they pay for.
Higher prices attract better clients.
Better clients get better results.
Better results justify higher prices.
The cycle continues.
Warning Signs
Watch out for:
Rushing the transition
Undervaluing your expertise
Copying competitor prices
Apologizing for your rates
Discounting unnecessarily
The Mindset Shift
You're not charging more.
You're solving bigger problems.
Your prices follow your value.
Not the other way around.
The Maintenance Plan
Review your offerings quarterly.
Track results meticulously.
Gather case studies at each tier.
Let the data guide your prices.
Next Level Strategies
Once your bridge offer is working:
Create case studies
Build proof elements
Develop a signature framework
Package your methodology
But not before.
Get the Tiny Empires Courses
If you’re finding these weekly guides helpful, you may be interested in my Tiny Empires courses. These are:
Tiny Empires: Build a 6-figure business with no funding and no staff: This is very different to most business courses which are geared towards growth at all costs. The Tiny Empires approach focuses on building a sustainable 1-person business by understanding the business models and strategies that work for small businesses and optimizing them using tools and systems. By the end of this course, you should have a clear step-by-step path from idea to revenue, to allow you to build a business which works around your life. Get Access
Sales for Introverts (and people who don't like selling): Not your average sales course. I don't use any salesmanship or sleazy tactics or endless unsolicited follow ups. Instead I focus on honesty, simplicity, human psychology and productive systems. By the end of this course, sales should no longer be a dreaded task and you will have actionable steps to become a sales master (even if you're shy). Get Access