Turning down 60% of inbound looks like leaving money on the table. It's actually been our best operational decision of the last three years - for the clients we keep as much as for the ones we say no to.
The three red flags that get a no
1. Recurring revenue under $25k/month: we can't deliver measurable ROI on that thin a base. The brand needs something other than a growth agency.
2. Marketing budget under $5k/month: impossible to buy enough signal to optimize. We point them to DIY playbooks.
3. No clear product-market fit: if every conversation circles 'our product does everything', the agency isn't the answer. Strategy is.
“Three red flags: <$25k/month revenue, <$5k/month budget, no product-market fit.”
Why it's honest, not snobbish
We learned the hard way: a poorly qualified client costs 3 to 5× more in time than a well-qualified one, for worse results. Everyone loses. Better a fast no than a painful 6-month engagement.
What we offer when we say no
We always give an honest opinion on the next step: a specific freelancer, a course, another agency that fits better. The network we've built that way is worth more than the contracts we've turned down.