Is It Bad To Spend All Your Time on Client Work?

I must say, I loved being a part of this thoughtful coaching session, which is packed with information you can use.  Get your notebook ready!

This is Part IV of our LIVE case-study with Heather where you’ll get:

  • A sales strategy to land your ideal clients/audience (by getting them into your sales process)
  • A mindset that helps you LOVE selling (how to ‘soften’ your sales approach)
  • The exact things you can do (i.e. how many ideal clients you need to reach out to) to meet your sales goals
  • Ideas on how to come up with your sales and closing ratios
  • The difference between inbound and outbound marketing


Both Heather and Jaime are moms so you will see an amazing conversation between one mom business owner to another.

Today, we are talking all about sales and making sure you always have potential sales coming through whether you have an offline or online business (Heather found a client at the local gym working out!).

If there is one thing I have learned from running a business it is:

Don’t wait until business starts to slow down to scramble for new business!

Let me ask you this:

What if the majority of your current clients stopped using your services all of sudden? Or what if the products you were currently making good money from stopped selling?

One thing I noticed from the past is that I spent 80% of my time on my current projects and 20% on attracting NEW business/projects, which left me always scrambling when my current work would end.

When we have expectations that a customer, subscriber or engaged member will continue their business with you month after month, continually renew contracts, or buy the same amount that they did the previous month/year, we are taking serious risks with the survival of our business.

In sales, we always talk about ‘the pipeline’ and if you don’t always have potential sales/revenue in the ‘pipeline’ your business will suffer and you will usually be left starting from square one.

So, today I wanted to address prospecting (which I have learned should be an everyday activity) as we go through Heather’s LIVE case study.

In Heather’s case, she is starting with ZERO clients and ZERO revenue for her Public Relations business, so her main goal right now is to find clients and ‘prospect.’

In Part III, we learned:

  • the value of really identifying WHO you are selling to – ‘client avatar’ and how you can help them
  • HOW we will communicate to the people you want to attract – ‘Points of Difference/USP’
  • WHERE to find our audience and customers

AND as always we had the opportunity to see Heather’s as an example.


What we didn’t talk about was how in the world Heather is going to attract her ideal client and the all- important topic of prospecting.

I brought Jaime Tardy back, founder of Eventual Millionaire, (because I think she is fantastic and she is a pro at prospecting) to coach and mentor Heather around how to think about prospecting and give her some ideas and thoughts on helping her move forward.

Watch as Jaime coaches Heather (and YOU).

Business Case Study for MailChimp Post

BTW, we have developed a Prospecting Guide for you and will be sending that to you in four parts over the next month. 

Challenge Three:  

  • Create a list of all the places you can find your ideal client
  • Reach out to ten new prospects that fit that criteria
  • Then, see how many actually turned into actual customers
  • Record what worked and didn’t work

ABOUT THE AUTHOR: Lisa Stein owns, is a college business professor and a mom to Gabriela and Elle. Lisa is dedicated to playing a part in helping women and moms run a business they love, help support themselves and their family and create a flexible lifestyle. You can find her online on Facebook and Twitter or at home burning something in the kitchen.