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Well, got some good news. I got my next client - the invoice came through yesterday evening. It's my biggest sale ever too.<br />
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Man, I need some kind of sales pipeline. I can't be doing any of this panicky "oh crap I need another client" stuff next month.
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</blockquote>Congrats! <br />
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I talked to you about the normal roller coaster ride that most take all the time. You've had your nose against that reality and it wasn't very comfortable for you. Now do what you gotta do to cure that problem. Create a pipeline that feeds you month after month by building a steady flow of new business. <br />
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Start here. How many daily contacts do you need to make to keep your business rolling? You calculate that by figuring out how many of those contacts, on average, you convert into paying customers. You get those numbers by keeping stats on your daily program over time. The components of that are noticing how many contacts it takes to get a face-to-face appointment. How many appointments does it take to close a sale? And so on. <br />
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Your numbers will be different for each of your methods of making the contacts. A spreadsheet could help you keep track. Why bother? Why not just do it by the seat of your pants like you have been doing? For me, it was a game. I was always trying to up my conversion odds and improve my stats. And by keeping track, I knew what activities had the best results and where to put my efforts. I could get up every morning and make a workable plan for the day. Over time, my averages always worked out. I never knew which contact going to convert, but I knew my track record which told me my overall odds. I also knew I was running rings around my competitors.<br />
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FYI -- My highest conversion rate was among the contacts I got through referrals from my current customers. My easiest profits were made through "up-selling" my current customers. Farming, farming, farming...</div>
