In a recent LinkedIn post, Justin Welsh discusses a fundamental challenge faced by many service-based businesses: the difficulty clients have in perceiving and feeling their own transformation, which directly impacts revenue and referrals. Welsh argues that this lack of visible progress is a common reason for client churn, even among those who seem like a good fit.
The Criticality of Demonstrating Client Transformation
Welsh, a prominent voice in the business and creator economy space, points out that professionals often focus on perfecting their skills and processes, but overlook the crucial aspect of making the client’s journey and results tangible. He observes that when clients cannot see or feel the impact of the services rendered, they are less likely to continue their engagement, provide referrals, or invest in additional offerings.
“When I talk 1:1 with people who are struggling, this is often the major problem.”
This issue, according to Welsh, is particularly prevalent in coaching and consulting. He elaborates on the scenario where a client, despite having what appears to be a successful engagement, chooses not to renew their contract because the perceived value, tied to demonstrable transformation, was not met. This oversight can lead to a cycle of lost revenue and missed opportunities for business expansion.
Introducing Backstage: A Solution for Tangible Progress
To address this pervasive problem, Welsh highlights his work with Kajabi on a new product called Backstage. This tool is designed to create a private, individualized portal for each 1:1 client within the Kajabi ecosystem. The core function of Backstage is to make client progress visible and quantifiable.
“It’s a private portal inside your Kajabi account built for every individual 1:1 client.”
Welsh details the key features of Backstage:
- AI-Summarized Recordings: Sessions are recorded and automatically summarized using AI immediately after they conclude, providing a concise recap of discussions and actions.
- Curated Resources: Clients receive resources and homework assignments tailored specifically to their individual needs and progress.
- Transparent Progress Tracking: The platform offers a clear view of the client’s journey and achievements, accessible to both the client and the service provider.
By implementing these features, Backstage aims to ensure that clients can clearly see and feel the advancements they are making. As Justin Welsh notes:
“When clients can actually see and feel how far they’ve come, they stay longer, refer more, and spend more.”
The Strategic Advantage of Visible Results
The underlying principle Welsh emphasizes is that tangible results foster stronger client relationships and drive business growth. When clients are convinced of the value they are receiving through visible progress, their commitment deepens. This leads to increased client retention, a higher likelihood of referrals, and greater potential for upselling or cross-selling additional services.
Welsh positions Backstage as a strategic tool for service providers to enhance client experience and, consequently, their own business outcomes. He also mentions that Backstage is part of a larger suite of new products launched by Kajabi, suggesting a broader strategy to empower creators and entrepreneurs.
“This is exactly why I’ve been working with the team over at Kajabi on a product called Backstage.”
Furthermore, Welsh points to a limited-time offer for new Kajabi users, providing a 50% discount on their first 12 months, framing it as an opportune moment for those considering building their business on the platform.
📝 About This Content
This article is based on insights shared by Justin Welsh on LinkedIn.
📅 Originally posted on May 21, 2026 | View original post on LinkedIn →