#187 · How One Man Generated a 30x ROI on Upwork (Step by Step)
For an Instantly‑based cold outreach service, the client should create and pay for their own Instantly account and domains. I don’t manage it on my personal account—that would be risky and unnecessary. Keeping everything on the client’s side simplifies billing and liability.
I mention the subscription cost upfront, both on the sales call and in the proposal, so there are no surprises later. For API keys and webhooks, I handle the setup on the kickoff call: I guide the client through signing up for each platform, obtain the necessary access, and by the end of the call I have everything I need, so I never have to ask again. Regarding domains, I don’t make clients go through a manual warm‑up. I use pre‑warmed domains from providers like Instantly, Zap Mail, or Puzzle Inboxes, purchase the domains right after the kickoff (often within 24 hours), and start sending immediately. This lets you generate leads the same day—potentially five to ten leads—without waiting weeks.
Either approach works, and I've tried both. These days I have the client sign up themselves — after the kickoff call, the system starts running right away. But if you're just starting out and don't have the credibility to make clients trust the value upfront, buying the domains/tools yourself can help get the ball rolling and put the liability on you. I've done that before too — a client pays, the kickoff call is a few days out, so I go buy pre-warmed domains and roll the campaign myself so that by kickoff, I can already show a few booked meetings, which is an extremely strong first impression. There's no single right way to do it, it's really a liability tradeoff.
There's only a minor difference between the two — either works. If having the client pay directly is a limiting belief for you, just get them to pay you instead. But the benefit of having the client sign up for the platform themselves is affiliate revenue: you can get a cut of their Instantly signup (e.g. 30-40%), so if they spend $100/month you've effectively made yourself an extra $40/month, plus there's perceived value in being a platform partner. I personally prefer having the client own the whole tech stack and sign up directly, mainly to avoid liability — when a client inevitably stops working with you (it happens a lot), you don't want to be stuck handing off usernames/passwords for tools you're sharing. Yes, it takes a bit longer to onboard since you have to walk them through signup on a kickoff call, but it eliminates that handoff problem entirely.
Yes, the system you run for a client is essentially the same as the one you use for yourself. You’ll discuss how many mailboxes they need, set them up in the same way, and often have them purchase domains that match their brand. The three‑week warm‑up does carry a dip risk, which is why you have the client cover that cost up front. Beyond the outreach mechanics, I often advise clients that once they’ve built a service business they can eventually move into info products—courses, memberships, templates, ebooks, SaaS, or even hardware—because those scale better once you have distribution.