Converting customers paying $50-$4000/mo

I want to share the playbook that has helped me scale my bootstrapped companies to $450k in revenue as a solo founder. It comes down to 3 key steps:

Step 1: Write out Good VS Bad ICP
Early on, I neglected the importance of ICP, resulting in high churn, bad feedback cycles, and missed opportunities. Working with the wrong ICP led to engagements with hobbyists and mismatched clients, affecting my business adversely.

Example of Bad ICP:

• No revenue/unproven product
• Optimizing engagement
• Product priced at 0–50/mo

Constantly updating and refining your ICP is crucial as your startup evolves.

Step 2: Build up use case in sales call
Attracting the right ICP is the first step, but how do you convince them to buy? It's all about simple math. Presenting a clear ROI during sales calls makes the decision-making process straightforward.

Example:
Founder: "We're not posting consistently on LinkedIn, losing out on inbounds."
Me: "What is the value of an inbound?"
Founder: "$3–6k/month if we close 1–2."

Step 3: Ask them to sign up
You've defined your ICP, done the math, and shown the ROI. Now it's time to seal the deal. Don't let the momentum slip away – ask them to sign up on the call.

Clear Next Steps:

• "Do you want to sign up now?"
  • "Sure" → Pay now
  • "Sure but I have to run to a meeting" → Set up follow-up meeting + send email
  • "I need to think about it" → Set up follow-up meeting + send email
  • "No" → Leave as friends

Being assertive while respecting their decision ensures effective sales without pressuring clients. This approach has been instrumental in closing $50-$4000/mo deals in just one call, contributing significantly to my solo-founded business's $450k revenue.

If you’re a B2B Founder looking to grow inbounds, check out StoryMage. Our content helped Mac/Andrew get 9 inbounds and $15k in the first month.