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Double Your Freelancing Podcast, Episode 62: Meryl Johnston on Growing a Six-Figure Productized Service

My guest today is Meryl Johnston, founder of the international accounting agency Bean Ninjas. She has a background in accounting and began her first business as a consultant. She has grown her current business from the ground up and is now generating over $100,000 in recurring revenue through monthly productized bookkeeping services. We discuss her career, how she transitioned to a productized service business and lessons learned along the way.  

Today’s topics include:

  • Transition from consulting to productized services
  • Launching in seven days and growing the business through referrals
  • Developing product offerings and pricing strategy
  • Lessons learned since launch: hiring, customer niches
  • Aligning marketing to customer niche
  • Sales processes for productized services versus consulting
  • Value of informational sales calls

With thanks to...

We'd like to take a moment and thank Freshbooks for supporting the Double Your Freelancing podcast.

So you’re racing against the clock to wrap up 3 projects, prepping for a meeting later in the afternoon all while trying to tackle a mountain of paperwork. Welcome to life as a freelancer.

Challenging? Yes, but our friends at FreshBooks believe the rewards are so worth it.

The working world has changed. With the growth of the internet there’s never been more opportunities for the self-­employed. To meet this need, FreshBooks is excited to announce the launch of an all new version of their cloud accounting software! It’s been redesigned from the ground up and custom built for exactly the way you work. Get ready for the simplest way to be more productive, organized, and most importantly get paid quickly.

The all new FreshBooks is not only ridiculously easy to use, it’s also packed full of powerful features:

  • Create and send professional looking invoices in less than 30 seconds.
  • Set up online payments with just a couple of clicks and get paid up to 4 days faster.
  • See when your client has seen your invoice, and put an end to the guessing games.

FreshBooks is offering a 30 day, unrestricted free trial to Double Your Freelancing podcast listeners. To claim your 30 day free trial, just go to ​and enter DOUBLE YOUR FREELANCING in the “How Did You Hear About Us?” section.

Our thanks to Freshbooks for helping support the Double Your Freelancing podcast.

Resources and links:

Bean Ninjas

Dan Norris – 7 Day Startup

Trello Project Management

You Need a Budget

Double Your Freelancing Meetup Groups

Double Your Freelancing Academy


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If you enjoy the Double Your Freelancing podcast, support us to keep it going!

  1. Subscribe on iTunes
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  3. Share the podcast with your friends

Here is what one loyal listener had to say about the Double Your Freelancing podcast:

Brennan is a champ. He always has actionable items to follow and his advice is spot on. With his help I’ve already snagged a new project at a rate 3X my original rate. I like his guests and they add more depth to the show.

Hopefully the fact that your show of support will keep the podcast going is reward enough for you. But we want to sweeten the deal for you even further:

After you’ve published your review, send an email to [email protected]. You’ll get an exclusive video from Double Your Freelancing Conference — James Clear's talk on Developing Better Work Habits — absolutely free. Click here to make it happen!

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