The "Feast or Famine" Rollercoaster: Why You Must Sell When You're Busy
There is a cycle that kills more solopreneur businesses than any other factor. It isn't a bad market, and it isn't bad pricing.
It’s the Feast or Famine Cycle.
Here is how it looks:
The Hustle: Your pipeline is empty. You panic. You spend two weeks aggressively selling, calling, and networking.
The Feast: It works! You land three big clients. You are swamped with work.
The Blackout: Because you are so busy doing the work, you stop selling the work. You tell yourself, "I don't have time to sell right now, I have clients to serve!"
The Famine: You finish the client projects. You look up, and your pipeline is a ghost town. You have zero leads. Panic sets in. Go back to Step 1.
This rollercoaster is exhausting. It’s stressful. And it is completely avoidable.
The Trap of "I Don't Have Time"
When you are deep in client work, sales feels like a distraction. You view sales as a "project"—something you do only when you need money.
But sales isn't a project. Sales is a habit.
If you stop brushing your teeth for a month because you're "busy," you don't just pick up where you left off. You have a cavity. The same is true for your pipeline. Momentum is hard to build but incredibly easy to lose.
The KYSS Fix: The "Golden Hour"
The KYSS (Keep Your Sales Simple) philosophy is built on consistency, not intensity.
You do not need to spend 4 hours a day prospecting. You need to spend 30 minutes a day, every single day.
We call this the "Golden Hour" (even if it's just 30 minutes).
You must block out time on your calendar for sales activity, and you must treat it with the same respect you treat a client meeting. You wouldn't cancel on a paying client because you were "busy," right? Don't cancel on your future revenue.
What To Do In That 30 Minutes
"But what do I do?" This is where having a Playbook (Component 2) saves you.
You don't waste time thinking. You execute:
10 Minutes: Call the new leads in your Grab Bag (Component 4).
10 Minutes: Send follow-up emails to stalled deals using your Cadence.
10 Minutes: Prospect 3 new people on LinkedIn.
Done. You go back to client work.
By keeping the engine running even when you are busy, you flatten the curve. You stop the famine before it starts.
Stop selling out of desperation. Start selling out of discipline.
Build Your Full System
Do you need a playbook for that 30 minutes? You need a system that tells you exactly who to call and what to say.
I've compiled the entire "no-BS" framework into a 15-minute digital course and manual: KYSS: Keep Your Sales Simple. It gives you the exact daily routine to keep your pipeline full without burnout.
[Click here to get the KYSS Course & Manual today.]
Need More Than a Manual? Get Your Team.
Is your calendar a mess? Do you struggle to stick to your sales time?
In the Selling Pens Community, we hold each other accountable.
Join as a Community Member to share your goals and get peer accountability.
Join as a Pro Member for direct access to me. We can look at your calendar together and build a schedule that protects your revenue.
[Click here to see the community options and join your new team.]
