When it comes to potential clients, there are two situations in building a service-based business:

  • No leads or very few client leads: for you, getting a new client lead is a celebration, because you have barely enough work to scrape by and pay the bills. Since your business isn’t slammed with work, you have no fear of wasting your time by talking to unqualified leads, you’re just happy someone contacted you.
  • Too many leads: your business is busy and you’re spending three plus hours a week talking to potential clients. This is a good problem to have. You’ve done things to build notoriety within your industry, and potential clients are finding you. Things are good. Now the issue is how to make time for sales. You’re doing several jobs, project management, billing hours, and trying to squeeze sales into the schedule.