Scaling a Small Business Part One: What it Really Takes
Let's talk today about scaling your business. You know, that magical process where you're supposed to transform from a frazzled entrepreneur into a cool and collected CEO overnight? Yes that! It’s the destination you always dreamed of when you started but had no clue about how to get there.
There is no blueprint or guide, but this year, we’ve seen year-over-year growth in the 300% range. Wild, right?
If you’re on track to chart some major strides this year with business growth- congratulations by the way!- there are a few things that I wish I had known sooner. Let’s dive in!
“Good Intentions” Need to Give In to “Getting it Done”
Have you ever felt like you're in a never-ending game of ping-pong with your to-do list? Join the club. We all know we need a shiny new website or to focus on sales, but somehow, those tasks keep bouncing back and forth, never actually getting checked off of our to-do list.
The truth is:
Successful scaling of small businesses isn't just about knowing what to do—it's about actually doing it.
It’s about working on the right things at the right time.
It’s about not getting caught up in the weeds of a new project or problem in the business.
It’s about head down, boring (I know we all hate boring) doing the work. There is no other way.
Focus on the right things, NOT just the easy things.
Breaking Down What the Next Level Means for You
Everyone talks about taking their business to the "next level," but what does that even mean?
Is it:
Hiring your first full-time employee?
Landing those coveted corporate clients?
Finally, hitting that $20k/month revenue consistently?
Define your own "next level” or others will do it for you and then you end up feeling, well–lost. You lost the way and it’s easier than you think to do.
For me, it wasn't about a specific number. It was about creating a business with more ease, more margin, and—dare I say it—more joy.
The key is to be intentional about your goals. It's not just about picking a random revenue target or milestone. Think about what truly matters to you and your business. Maybe it's about creating a certain lifestyle, making a bigger impact in your industry, or building a team that shares your vision. Whatever it is, make it specific, make it meaningful, and most importantly, make it yours.
Remember, your "next level" might look completely different from someone else's, and that's okay. Put the blinders on. What they are doing is great for them. Try your best to stay focused on you. In the noisy world we live in, that’s harder than ever, but it’s worth it. The most successful scaling strategies are the ones tailored to your unique business and personal goals–not what someone else laid out for you.
The Audit Nobody Wants (But Everybody Needs)
Want to scale? Time to put on your detective hat and audit the hell out of your business.
This isn't just about crunching numbers—it's about taking a hard, honest look at how you're running things. Brace yourself because some of these truths might sting a little:
You're spending way too much time on $20 tasks.
Remember when you thought DIY-ing everything was saving you money? Plot twist: it's probably costing you more in the long run. Look at where you're spending your time. Are you still doing client work that someone else could handle? Are you fiddling with your website when you could hire a pro? It's time to value your time correctly and focus on the high-impact tasks only you can do.
You've got redundancies that would make a government bureaucrat blush.
Take a close look at your team and their responsibilities. Are two people doing the same job? Is one person much better at it than the other? It's not about playing favorites—it's about efficiency. Streamline your operations and make sure everyone is working at their full capacity. And here's a hard truth: sometimes, you're the bottleneck. Ouch.
You're not paying yourself enough
I get it—paying yourself more feels scary when you're trying to grow. But here's the thing: underpaying yourself is a recipe for burnout and resentment. When you pay yourself correctly, you reduce stress and free up mental energy to focus on growth. Plus, it forces you to think bigger about your business.
Your tech stack is out of control
We've all been there—signing up for that shiny new tool that promises to revolutionize your business. Saying yes to a subscription that is going to save you and your team so much time! Fast forward six months, and you're still paying for it but haven't logged in since week two. Go through your expenses with a fine-tooth comb. Cancel what you're not using, and seriously evaluate whether the tools you are using are giving you a good return on investment.
Your pricing doesn't reflect your value.
This is a big one. Are you still charging the same rates you did when you started? Or do you raise them each year but just by a tiny bit? If your skills and results have improved (and I bet they have), your pricing should reflect that. Don't be afraid to raise your prices—the clients who value your work will stick around, and the ones who don't... well, they're making room for better clients.
Your ideal client has evolved (but your marketing hasn't).
Who were you targeting when you started versus who your best clients are now? There's a good chance they're not the same. It might be time to revisit your ideal client avatar and adjust your marketing accordingly. Everyone benefits when you are pickier about who you work with.
Let me be clear: conducting this kind of audit isn't fun.
It's like cleaning out your closet—messy, sometimes emotional, but ultimately necessary for growth. But here's the good news: once you've identified these issues, you can start addressing them one by one. And that, is how you lay the groundwork for successful scaling of small businesses.
Remember, sustainable business growth isn't about working harder—it's about working smarter.
So roll up your sleeves, dig into that audit, and get ready to cut out some operational bloat.
The Uncomfortable Truth: Get Better at Sales
Most of us didn't start our businesses because we were itching to become master saleswomen. We had a great product or service and somehow enjoyed the stream of solid referrals that kept us busy enough.
Until they don’t.
You need to know where your next client is coming from and YOU need to be driving that ship. You can’t afford to passively site by and wait for things to happen TO you. You have to make them happen yourself. You have to drive and you have to be in charge of this. There is no one coming to outsource this to.
Marketing is great, but at the end of the day, someone has to close the deal. And that someone is probably you. It's time to embrace the art of sales as a crucial part of sustainable business growth.
Here's what I've learned: dedicating time to improve your sales skills isn't just about increasing revenue.
It's about understanding your customers better, communicating your value more effectively, and building stronger relationships.
Spend time learning the psychology of sales, perfecting your pitch, and understanding why people actually buy. It's not about becoming a pushy salesperson—it's about becoming a better communicator and problem-solver for your clients.
Remember, every great business owner is, in some way, a salesperson. They're selling their vision, their products, and their solutions. Don't shy away from developing this critical skill set. Your future scaled-up business will thank you.
Patience: The REAL Secret Ingredient Nobody Talks About
This will take longer than you think.
It will take WAY longer than you’d like.
But the people that grow are the ones doing the boring thing that works over a long time horizon. There’s so much to know about business and in the beginning the amount we know is so small. Even 5, 10, 20 years in, you’d be hard-pressed to find a business owner that isn’t still actively learning, growing, and getting smacked in the face by things they did not see coming at all.
You can't just meet someone and expect them to drop $20,000 in your lap (if you can, please teach me your ways). Trust takes time to build, and patience is typically not an entrepreneur's strong suit, but I promise you, if you can just chill out, do the work, be smart about growing wiser, and not just bigger for the sake of bigger, you will be rewarded with the business you’ve always dreamed of.
Scaling a business is like watching paint dry, except the paint keeps changing colors and sometimes falls off the wall entirely. It's a test of patience, focus, and maybe a little bit of madness mixed up with some luck.
The Bottom Line (Besides Your Actual Bottom Line)
If your scaling efforts feel like you're pushing a boulder uphill, you might be facing the wrong direction. Take a step back, audit your time and resources, and focus on the relationships that will actually move the needle.
Remember, successful scaling of small businesses isn't about overnight success—it's about showing up, following up, and not giving up.
