The Upside

Quality over Quantity: Why Focus Accelerates Growth

As a business owner, you wear multiple hats and therefore it’s natural to feel stressed and stretched thin when you’re responsible for so much.

So what separates the business owners who thrive vs. the ones who struggle?

One word: FOCUS.

That means focusing on:

  • A niche that you can have real ownership of
  • Clients who value you and your services
  • Building a team of quality, A-players
  • A business model that doesn’t stretch you thin
  • Consistent thought leadership on topics your potential clients care about

But most importantly, I want to see you focus on ONLY 1 – 2 lead gen strategies this year.

I see consultants posting on Instagram and TikTok, hosting free events, creating free downloads, creating paid downloads, building a newsletter audience, doing cold outreach, attending conferences, starting podcasts, hustling for press features, mining communities, applying for awards, speaking at events and so on and so on…

…all to drum up new business.

And believe me, each of these methods can produce results.

But here’s the thing: you are MUCH better off picking the 1 – 2 strategies that…

(a) have proven to work for you in the past,
(b) you don’t loathe, and
(c) require the least amount of your time…

…than spreading yourself across multiple strategies without really committing to any of them.

(I know because I made this mistake in the past!)

The biggest success stories I see (and believe me, I’ve seen a LOT) are when a consultant develops a lead gen strategy that’s focused on quality over quantity.

So please, take my advice: pick 1 – 2 lead gen strategies and give them at least 6 months of real dedication before deciding to make a change or add another one to your stack.  

My bet is that your results will be higher quality,
Your time will be freed up for more strategic thinking,
Your focus will be sharpened,
Your life will feel easier,
and your business leads will begin to snowball by the summer.

Not sure which lead gen strategies to start with? My favorites are tapping into your existing network for referrals and posting consistent, client-relevant content on LinkedIn at least once a week.

Focus is better and, believe me, it certainly feels better.

Erin Halper

About the Author

Erin Halper is the founder and CEO of The Upside and the leading authority on independent consulting. Since launching The Upside in 2017, Erin has helped thousands of professionals transition from corporate life into consulting to achieve flexibility, autonomy, and a renewed sense of purpose in their careers.

Erin has been a frequent speaker at Columbia, NYU, Harvard, and Brown and has been featured as a leading future of work expert on dozens of podcasts as well as in Forbes, Business Insider, Nasdaq, Crunchbase and many more.

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