Securing consulting clients from your warm network is great.

In fact, that’s most likely where you’ll find your first client or two.

Someone you used to work with. Or maybe went to school with.

They find out you’re out on your own, and an engagement comes together.

(Yes, it’s a bit more complicated than that, but not much.)

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From there, you might start to get referrals, which are also great.

“Wow, I’m building a name for myself, and I’ve done zero outbound.”

It happens. And it’s awesome.

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But then some cracks start to show…

The low-hanging fruit from the warm network is picked.

The referrals become unpredictable, both in frequency and in scope.

You were just getting the hang of it, then both training wheels disappear right before a big curvy hill.

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On the one hand, the relatively easy early inbounds are a beautiful organic on-ramp to a solo business.

If you don’t get some early revenue and validation, you probably wouldn’t keep at it for more than a few months.

On the other, those early inbounds create a false sense of security that allows you to punt the responsibility of going out and making yourself known to strangers.

Yes, the strangers we weren’t supposed to talk to growing up.

And the ones we’re afraid to strike up conversations with now.

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Attracting those strangers is the only path to a sustainable pipeline.

Without them, you'll get trapped under the 'social plateau'.

But they're not going to come to you on their own.

You have to attract them.

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And what would those strangers be interested in hearing from you?

Not what school you went to, or where you used to work.

But rather your unique insights about their painful problem.

Do you have those ready to share?

Are they clear enough to stand on their own?

Can your insights sell you, as opposed to the other way around?

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I first published the ‘Strangers’ visual framework here in The Lightbulb in October 2024, and I'm using it as the intro for a new talk I’m giving this Wednesday (Feb 26th, 10:40a US Pacific) about building your own “intellectual headshots” to drive inbound leads.

It’s part of Lettuce.co’s free ‘Solo Summit’ featuring 30+ speakers over two days of talks and panels for solopreneurs. All are welcome! Register here.

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💡

-Wes

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P.S. Only two remaining March start dates for The NicheFinder Sprint!

If you’re ready to work together to decisively select your niche consulting lane, I’m ready too. Sprints consist of three 1:1 working sessions over one week (M/W/F), with a month of 'Wingman' coaching access afterward.

Details are live on my website. Intro pricing is valid for March starts only.