The other day I had a longer term client email that in the new year it’s time for a break. That’s OK, it happens and it’s always good to see what’s working and what’s not in any business. Then at the end of the day I received an email from a potential referral partner saying they needed help with the EXACT same service of the client who’s leaving. I know what you’re thinking “wow, that’s amazing luck!”
No. It’s Not.
It’s a lot of hard work. Every time I wrap up with a project or finish with a client, even if I am thinking “crap that was a good chunk of money each month,” inevitably within a week or so someone pops up in my pipeline to replace them.
After 7+ years in business I have discovered that by being consistent in my newsletters and following up regularly, the right people show up when they are ready and when the timing is right. For both of us. I’ve talked about scarcity before – it’s not a thing. If you’re consistent – networking, following up, engaging, good at what you do – in time the right clients will just start showing up and the wrong clients will take their exit.
It sounds just like magic. But it’s not. Its years of hard work, consistency, amazing referral sources and DOING THE WORK. I know that’s not a fun answer. I’m not lucky on a regular basis, I have built up systems and schedules that keep my sales pipeline healthy and active. And we all know the first thing I do…
As usual when something like this happens I text my business coach, because we all need a cheerleader. Her response?
“THAT is what happens when you are consistent.”