Why you should build your LinkedIn presence even though you have enough clients

You might be in the fortunate position of having enough clients in your small business. You're enjoying the feeling of consistently being able to serve your clients and the revenue and profit to show for it. You want to keep it that way!

You don't want to wake up in a few months and realize you've delivered what you promised but don't have warm leads in the pipeline so you don't know how you'll reach the income you were previously achieving.

When your client roster is full and your revenue is stable, it's natural for marketing to simply not feel like a priority. But here’s the thing: the best time to keep working on your marketing is before you need it. In other words, when you have a full (or nearly full) roster of clients is the best time to build relationships with your next round of clients.

I don't want you to fall into what I call the Reactive Marketing Loop, where you only market your business when you don't have clients, thus causing increased stress and inconsistent income.

In this post, I will walk you through how it could be holding you back, and how you can future-proof your business so you’re always prepared for when a client leaves or you increase your capacity.

And by the way, before we dive in, this isn’t about convincing you to spend a lot of time on LinkedIn.

In fact, it's the opposite! I want you to spend less time on LinkedIn and make that time more impactful. With a system in place, you'll stay in control of your marketing to stress less and grow your lead list so you feel confident about finding your next lead. Let’s dive in!

Why marketing doesn't feel like a priority right now

It makes sense that you feel like LinkedIn (or marketing in general) isn’t a priority when your business is in a good place. When business is steady, your focus naturally shifts to serving the clients you already have, not finding new ones.

On top of that, as a small business owner, you wear many hats from client delivery to sales to finance, and carving out time for LinkedIn can feel like just one more thing on an already long to-do list. So, you may be avoiding it and justifying that by saying you have enough clients today.

However, as I shared above, that puts you into the Reactive Marketing Loop, causing preventable stress and instability. Instead, we can set-up future you with a strong base of potential clients for when your current clients wrap up.

Many small business owners have been conditioned to think of marketing as something you only do when things aren’t going well. But that’s actually when it’s the hardest to get results. Building relationships, establishing a presence, and finding great clients takes time.

(In this blog post, I share how my coaching program supports my clients, many of whom have full client rosters, get 30 leads in 30 days.)

Three reasons to prioritize LinkedIn even when you have enough clients

Reason 1) Your current clients won't be your clients forever

No matter how amazing your services are, your clients won’t be with you forever. Projects wrap up, retainers end, and clients move on.

When that happens, you don’t want to be scrambling to find new business. The time to think about your pipeline is when it’s full!

By staying active on LinkedIn now, you’ll always know how to find clients when you need them.

Inside my Leads on LinkedIn program, I teach a consistent, repeatable system that allows you to nurture your network and stay top-of-mind with your audience, without spending hours a day on LinkedIn. Just an hour a week is all that's needed from you to keep the strategy going.

Reason 2) You get to be picky about which clients you take

When you market yourself on LinkedIn, you don’t just attract more clients. You attract better ones!

Some clients are harder to work with, less aligned with your expertise, or simply don’t pay what you’re worth. When you don't have enough leads, it's harder to be choosey with who you work with. For example, you might have a sales call and hear red flags, but it is difficult to say "no" to work with that client if you don't have enough leads in your pipeline.

Having a good marketing system in place gives you the power to take control of your client roster by connecting with people who are a perfect fit for your services. That's because more leads result in more choice for you, and the ability to say "no" to those bad-fit clients who suck your energy and have unrealistic demands and expectations.

Through a combination of posting and direct messaging, you can build relationships with higher-paying and more enjoyable clients. This isn’t about cold calling strangers or spamming your network; it’s about being intentional and strategic so you work smarter, not harder.

Reason 3) People you connect with today will pay you down the road

Relationships in the online world - just like in person - take time to build. The content you share and the messages you send today might not lead to a client tomorrow, but they could lead to a client six months or even a year down the road.

If you wait until you need clients to start marketing, you’re already behind.

But when you invest in your marketing consistently, even during the busy seasons, you’ll have a warm audience and strong connections ready to go when you’re ready to scale or need to fill your pipeline again.

(In this blog post, I get specific about how consistent and proactive LinkedIn organic marketing helps you achieve your goal of generating leads for your small business. I share the right order to go in so you don't get stuck or feel lost exploring LinkedIn's endless features.)

You don't have to figure out your LinkedIn marketing alone

Getting leads on LinkedIn always starts with an optimized LinkedIn profile.

In my service LinkedIn Profile Refresh, I review more than 30 sections of your profile to make sure it clearly communicates your expertise, showcases real results you’ve achieved, and guides potential clients toward the next step in working with you.

You'll provide some basics about your business. which I'll then take to provide highly strategic, word-for-word recommendations to upgrade your profile. I'll even hand-select short tutorial videos (1-3 minutes each) so you know exactly how to make the changes I suggest within LinkedIn.

No more staring at your profile wondering what’s missing—I’ll take care of it so you can start seeing real results from the work you're already putting into posting and messaging LinkedIn.

After we optimize your profile, you'll then join my coaching program Leads on LinkedIn. You'll learn and implement strategies to generate leads for your business.

The program includes the following:

• Actionable curriculum: learn step by step how to identify leads, craft effective posts, and manage your direct message conversations

• Time-saving templates: instead of staring at a blank screen, start with inspiration for every direct message and post you write.

• Direct message feedback: get feedback leads on the messages you are sending on LinkedIn to improve your response rates and book calls

• Post critiques: get critiques on the posts you write to ensure your messaging is clear so you build trust with your ideal clients and referral partners .

• Ongoing email access: get personalized guidance any time a question arises so you keep making progress.

Instead of the uncomfortable, salesy outreach and posts you might be picturing, this program teaches you how to build genuine relationships on LinkedIn. You’ll learn specific, actionable strategies that streamline your lead generation process, so you can take control of your pipeline and get clients without cold messaging strangers.

Learn more about the program and get started here.