By admin
In this episode we unpack the concept of the 150% revenue rule — a strategic framework for growing your business more effectively by increasing revenue from your existing client base instead of relying purely on new acquisitions. We’ll explore why it’s often more efficient and profitable to focus on upselling and cross-selling your current clients, how the rule works in practice, and the steps you can take to apply it right away in your agency or service business.
Key Takeaways
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Understand the 150% Revenue Rule
The idea is simple: aim to generate 50% more revenue from your existing clients (thereby reaching 150% of their original contract value) before you ramp up new client acquisition. This reframes growth from “get new clients” to “get more from who you already serve.” -
Segment Your Existing Client Base
Identify which clients have potential for upsell or cross-sell. Look at contract size, service adoption, satisfaction, and growth potential. Focus on the “ripe” clients before over-extending resources chasing entirely new leads. -
Tailor Upsell & Cross-Sell Offers
Design higher-value offers, premium services, or add-on packages that align with the client’s success and current needs. A well-timed pitch for something they already value is far more effective than a generic new-client offer. -
Increase Client Lifetime Value (CLV)
By leveraging the 150% revenue rule, you’re directly increasing the lifetime value of each client. This means more predictable revenue, stronger relationships, and better margins compared to constant new-client acquisition. -
Measure & Monitor Growth from Existing Clients
Track revenue uplift per current client, conversion of upsell/cross-sell offers, incremental margin, and how these numbers compare with new-client acquisition costs. Use that data to decide how aggressively to pursue existing-client growth vs. new-client growth.
Final Thoughts
Applying the 150% revenue rule shifts the growth mindset from “always find new business” to “maximize value from the business you already have.” For many service-based firms this is a smarter, higher-return path. When you deepen client relationships, offer more aligned services, and extract more value per client, growth becomes more sustainable, predictable, and cost-efficient.
Ready to Leverage the 150% Revenue Rule?
Partner with DoubleDome Digital Marketing to help you implement the 150% revenue rule, optimize upsells and cross-sells, and unlock higher growth from your existing client base.
