One week your calendar is jam-packed full of business, and it’s all hands on deck. You’re busy, productive and it feels good. Clients are happy… and the money’s flowing in. Then the next… you’re sitting at an empty desk, twiddling your thumbs, and trawling Facebook for anything that looks like a lead.

If this sounds familiar to you, it’s because you’re making the same mistake many entrepreneurs make.

You’re only prospecting when you’re hungry for business. And when the business comes, you get stuck into it… and stop prospecting.

The only way to end the feast-or-famine cycle is to always be prospecting… constantly. You have to keep a steady stream of new work coming into your project calendar.

But that’s easier said than done. It requires consistency and an iron discipline. And it’s far too easy to let things slip… which can be fatal to your business.

Here’s the problem…

Your first concern – as a business owner – is always cash flow. Quite simply… if the job isn’t finished, you don’t get paid. And if you don’t get paid, you can’t eat. But this forces you to think in the short term. And if there’s ever a choice between working on a project and getting it finished, or prospecting for new work… you’ll pick getting the job done every time. This is why feast-or-famine is such a common problem.

Here’s what you need to do:

1. You need to be ALWAYS reaching out and generating new prospects. This could be through social media – which is what I specialize in – or it could be through some other channel.
2. You need to qualify these prospects quickly… and get them on a consulting call. I usually produce pre-consultation questionnaires for my clients… which we use to qualify their prospects before they spend any time talking to them. (You can’t afford to waste your time speaking with prospects who are obviously a bad fit. So don’t bother.)
3. You need to agree on a deal, collect your fee … and book the work into your project calendar.

If you work the system consistently and keep it running like clockwork… your sales pipeline will be packed full of well-paid work.

And do you know what the best part is? You can systemize almost ALL of it. All you need to do is show up for the free consultation calls. Work will just appear in your project calendar… and cash will just flow into your bank account.

Trust me, it’ll feel weird at first. But you’ll have the freedom of mind to focus on what you do best: using your unique gift to help your clients. What Solopreneur, Consultant or Coach wouldn’t want that?