There’s no getting around it—you provide reactive services. You 
wait for a client to call with a problem, you respond with a solution, then you wait for the next client to call.
As business models go, this one is difficult to scale because your growth is completely dependent on other people’s problems. When business is slow, there’s little more you can do than hold out until it picks up again, which makes your bottom line look like a roller coaster.
I don’t know about you, but roller coasters stress me out.
You can stabilize your revenues by offering a proactive service—something that focuses on bolstering client opportunities rather than reducing liabilities.
Consider setting up a round table for local business clients. The objective is to facilitate a discussion that forwards their priorities. This is particularly compelling if you organize the group around a specific industry niche or topic. Invite people to the table who can provide relevant, helpful peer-to-peer advice.
Besides the obvious benefit to them, this strategy provides at least three boons to you:
- Enjoy valuable face time with your key clients and deepen those relationships
- Gain a better understanding of your clients’ goals and issues
- Provide hands-on attention that improves your service offering
The best part is, you don’t have to wait to implement this strategy. You can do it right now.
So by all means, answer the phone when a client calls with a problem. But when it doesn’t, pick it up and tell them about a unique new service offering that isn’t predicated on an emergency. Something productive for them and proactive for you.
