We’re excited to introduce you to the always interesting and insightful Jay Melone. We hope you’ll enjoy our conversation with Jay below.

Jay, looking forward to hearing all of your stories today. It’s easy to look at a business or industry as an outsider and assume it’s super profitable – but we’ve seen over and over again in our conversation with folks that most industries have factors that make profitability a challenge. What’s biggest challenge to profitability in your industry?

Service businesses, especially expert-led consultancies, coaching practices, and agencies, often struggle because their revenue is tied directly to their time. They take on highly customized projects that require deep expertise and hands-on involvement, which limits how much they can grow. It’s easy to assume that a successful consultancy is highly profitable because of its high-ticket services, but behind the scenes, there are bottlenecks—client acquisition is unpredictable, sales cycles are long, and margins can be razor-thin due to the labor-intensive nature of delivery.

I faced this exact challenge in my own journey. Before launching Profit Ladder, I was running a consultancy that, from the outside, seemed like it was thriving. But behind the scenes, I lived on a sales hamster wheel—constantly chasing the next client, relying on referrals, and struggling with unpredictable revenue. I realized that I was stuck in a cycle where growth meant more work, not more profit. That’s when I shifted my focus to wedge offers.

A wedge offer is a streamlined version of your signature service, designed to provide your clients with a quick, impactful win. It showcases your expertise and the value of working with you, while naturally leading to interest in your signature service.

One of the most eye-opening moments was when I first launched a low-ticket wedge offer — a productized version of my services, packaged inside a DIY toolkit. They attracted new clients and generated sales on autopilot. That allowed me more time to focus on high-impact client delivery, or some much-needed time away from work.

It wasn’t a replacement for my high-ticket services, but it created a predictable flow of leads and cash that allowed me to be more selective with my time and energy. This shift to packaged and productized wedge offers was transformative to overcoming my company’s profitability challenges—creating leverage instead of simply working harder.

Many service businesses hesitate to create wedge offers because they worry about losing the ‘custom touch’ that sets them apart. But the reality is, wedge offers don’t mean replace what you do — they deliver your expertise in a way that creates a scalable foundation, freeing up your time for higher-value work while building a more predictable, profitable business.

Great, appreciate you sharing that with us. Before we ask you to share more of your insights, can you take a moment to introduce yourself and how you got to where you are today to our readers.

I’m Jay Melone, founder of Profit Ladder, and I help consultants and coaches turn their high-touch, hard-to-sell services into easy-to-buy, scalable offers.

My journey into this space came from firsthand experience running a consulting company where I faced the common struggles many service-based businesses do — unpredictable revenue, long sales cycles, and the constant grind of prospecting.

I was trapped in a cycle where growth meant more work, not necessarily more profit. That realization led me to develop systems that helped me scale my business. Today, I help fellow business owners use those same systems — packaging and productizing their services with scalable wedge offers that attract ideal clients and drive consistent revenue without hustling harder and burning out.

This is the work I do within my Profit Accelerator Program, where I work directly with consultants and coaches to identify the right wedge offers and create a clear blueprint to build, launch, and scale it.

For those looking to explore my approach, I also offer the Profit Accelerator Masterclass, a free, invite-only training where I teach my Reverse Flywheel System — a framework for developing wedge offers that not only attract ideal clients but also increase sales of signature services.

What sets me apart? I don’t just provide strategies — I’ve walked this path myself. I understand the challenges of balancing service delivery with growth, and I focus on practical, results-driven solutions that business owners can implement without feeling overwhelmed.

I’m most proud of the impact my work has had on service business owners who’ve been able to break free from the feast-or-famine cycle, take control of their pipeline, and build a business that serves them — not the other way around.

What I want potential clients and followers to know is that scaling a service business doesn’t have to mean working harder — it’s about working smarter by packaging and productizing what you already do best.

What’s been the most effective strategy for growing your clientele?

The most effective strategy for growing my clientele has been leveraging wedge offers—strategically packaged versions of my core services that provide a low-risk, high-value entry point for potential clients.

Wedge offers work because they address a specific pain point or goal that my ideal clients are actively looking to solve. Instead of trying to convince them to jump straight into my full advisory services, I give them an accessible way to experience my expertise firsthand. This not only helps them achieve a quick win but also builds trust and confidence in my approach.

What makes wedge offers so powerful is that they naturally prime clients to take the next step. Once they see results from the wedge offer, they’re already aligned with my way of working and are far more likely to invest in my core services when they’re ready for deeper support. It’s an organic, frictionless way to nurture relationships and scale a business without relying solely on high-pressure sales tactics.

For example, through my Profit Accelerator Masterclass, which introduces business owners to my Reverse Flywheel System, attendees walk away with actionable insights they can implement immediately. Many of them later enroll in my Profit Accelerator Program, where they receive personalized guidance to build and launch their own wedge offers successfully.

By focusing on wedge offers that deliver immediate value while pointing to a larger solution, I’ve been able to create a steady flow of engaged, qualified clients—without constantly chasing leads or relying on referrals alone.

We often hear about learning lessons – but just as important is unlearning lessons. Have you ever had to unlearn a lesson?

One of the biggest lessons I had to unlearn was the belief that making my business more profitable meant constantly chasing clients through fanatical prospecting, pitching, and sending proposals.

For the first 10 years of running my business, I followed all the traditional advice—cold outreach, endless networking, and relentless follow-ups. I was on the sales roller coaster, always looking for the next client, spending countless hours crafting proposals, and hoping they’d say yes. Some months were great, others were dry, and the cycle never seemed to stabilize.

It took me a long time to realize that this approach wasn’t a sustainable way to grow. I was investing more time into chasing opportunities than actually serving clients, and my revenue was unpredictable at best.

The turning point came when I shifted my focus to wedge offers—strategically packaged versions of my core services that attract clients organically. Instead of interrupting potential clients with cold outreach, I created offers that addressed their immediate needs, provided quick wins, and positioned me as the go-to solution when they were ready for more.

With wedge offers, clients now come to me. They experience real value upfront, without the pressure of a full commitment, and they naturally move toward my core services when they’re ready. This approach has not only made my business more predictable but has also allowed me to focus on what I do best—helping clients grow—rather than constantly chasing the next deal.

Unlearning the old “hustle harder” mindset and embracing wedge offers as a way to attract, nurture, and convert ideal clients has been one of the most valuable shifts in my business.

Contact Info:

• Website: https://profitladder.net/
• Linkedin: https://www.linkedin.com/in/jaymelone/
• Youtube: https://www.youtube.com/@ProfitLadder