091: How to Find Clients Without More Marketing

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"I need more leads" sounds like a business problem, but it's usually a "who" problem in disguise.

Renee Hribar tells the story of a client she calls Lisa, a highly credentialed consultant whose referrals dried up. Lisa did what most experts do. She refreshed her website, posted more, and added a newsletter, a webinar and a funnel to her list. By Thursday she had a pile of to-dos and felt worse than she had on Monday. When Renee asked her for five names she wanted to talk to that week, Lisa couldn't name one. Renee explains why chasing strangers "somewhere out there" keeps service providers stuck. Often the closest path to the next sale runs through people you already know: former clients, contacts from past events, other departments inside current accounts, and people who already engage with your work.

Renee closes with three self-reflection questions to help you find the opportunities already in your calendar, inbox and client list. Five real conversations will always be worth more than 5,000 theoretical leads.