Natural Born Consultant. Do no harm. Seth Godin disciple, aviation industry insider. Absolutely detest mediocrity (aka heart disease of Small Business)
When looking for an ideal client the first step is to identify your ideal client profile.
For offshore development do you specialize in mainframe? Java? Java on mainframe? Web development?
Who is likely to use these services? Which large companies need that many developers?
Once you identify those companies then you can go on Hoover’s, LinkedIn and other places and network with EDs and MDs of large banks, healthcare companies, things like that.
The key is to offer specific values and benefits. Lots of labor, good value, excellent communication etc.
Address the issues the company is having. Benefits like reducing time to production, increased ROI from development etc.
To recap, you start by defining an ideal client, then you find out where they hang out online, then you talk to them about what’s happening in their business and how you can help.
To charge more you need to convey more value. Let’s be honest, it’s probably very much a concern of yours that you will lose some paying customers. It reminds me of an old consulting joke about a barber. Consultant is getting a haircut and says “you should double your rates” The barber says “double my rates?! I’d lose half my clients!”
Understanding the value you provide and the clients that get the most value from it will help you differentiate yourself from others offering a similar service.
By thinking from your customers point of view you can understand the value that they get from the website and double down on that. You could even survey a portion of your most profitable clients and ask them what’s important to them. Then focus on improving that aspect of the site.
Hope that helps! If you have a strong niche, a strong value proposition and provide more perceived value with your updates then you could probably charge more than you’d think.