The Root Cause of an Absent Sales Pipeline

Consultant, there’s one aspect of building a sales pipeline that’s mostly ignored by our community.

However great your marketing strategy is, it won’t matter unless you show up as a business owner as much as you need to.

But this is not a post about just showing up or being consistent. Everyone knows consistency matters.

As a consulting business owner (independent or small boutique), the onus is on you personally to drive revenues for your business.

To do that, you need to deftly oscillate between delivering client engagements and prospecting.

As you know, that’s where consistency matters: carving out time every week to add new connections, asking for referrals, creating useful content, proposing introductory meetings with prospects, etc.

Prospecting consistently when you’re delivering client engagements is hard. Everyone knows that, too.

But what’s not highlighted enough is the root cause of the lack of consistency among consulting business owners:

𝗣𝗼𝗼𝗿 𝘀𝗲𝗹𝗳-𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁.

Effective self-management may looks like this (not exhaustive):

✅ Weekly and daily prioritization and planning, including knowing how to deal with interruptions

✅ Knowing how your energy levels work during various periods of the day so you can use this to your advantage

✅ Taking the time to nurture your personal relationships so you show up at work in a positive state of mind

✅ Following a diet that’s right for you, i.e. one that keeps you productive now and is healthy for you in the long-term

✅ Getting the right amount of rest and sleep so you bring your best to work every day

Consistent prospecting starts with self-management. Without it, you simply won’t be in the right frame of mind nor have the time to carve out every week to drive revenues.

Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.

Image credit: Mansum008