Every business owner wants more inquiries. More leads. More clients.

It feels like the silver bullet, right? If only more people were knocking on the door, everything else would fall into place.

Except that’s not how it works.

Here’s the hard truth: If you’re undercharging, more inquiries won’t save you. They’ll just keep you stuck in the cycle of doing more work for less money.

I’ve seen it so many times and I’ve lived it myself in the early years of my business. You end up chasing volume, saying yes to everyone, and burning yourself out just to keep the numbers ticking over.

The problem isn’t the quantity of inquiries. It’s the quality.

The $27 Course Trap

There’s a lot of noise online right now that says: “Just sell a low-ticket offer. Build a funnel. You’ll make money while you sleep.”

It’s rubbish.

Here’s the math:

• To make $10K a month selling a $27 product, you’d need 370+ sales every single month.
  
• To make the same $10K from a $3K service, you’d need 3–4 aligned clients.

Which sounds more realistic to you?

When you price your services accurately, you don’t need hundreds of inquiries. You just need a handful of the right ones.

A Personal Example

I had to learn this lesson the hard way myself.

For a while, I ran a group marketing accountability program. It brought in consistent revenue, but it also meant I was showing up every single month, creating new content, managing the group, and holding the energy for everyone inside it.

I was reluctant to let it go because it felt like “good money.” But when I really looked at the numbers, I realised I could replace that entire program with just two Intensive Week clients — two weeks of work, instead of being on the hook every month.

The trade-off was clear: less stress, less ongoing management, more energy for the clients I love working with… and the same revenue.

A Client Example

I was working with a therapist and coach recently who thought she needed to create a low-priced group program to make her services “more accessible.” But when we mapped out her income goals, the reality was this: she could either find 150 people to sign up at the lower rate… or sign 3 new one-on-one clients.

Which do you think is easier to market, deliver, and sustain?

Here’s the mindset shift:

• You don’t need more leads.
  
• You need better leads.
  
• And better leads come when your messaging reflects your true value and your pricing aligns with it.

That’s why I spend so much time with clients refining their language. Because when your message is clear and intentional, you don’t have to persuade anyone. You naturally attract the clients who are already willing to pay what your work is worth.

More inquiries won’t fix a broken model. Charging accurately and communicating your value with clarity will.

This article was inspired by my conversation with Bec Chappell on the Marketing Espresso podcast. You can listen to the full episode here.