The First Sales Pipeline You Should Build

Good Morning!

This week, I was invited to a picnic for a local group of business mentors—seasoned entrepreneurs and executives who volunteer their time to support others on the journey. It was deeply moving to see people who’ve already done so much still showing up to serve, not because they have to, but because they want to. It reminded me that wisdom doesn’t retire—and that help is often closer than we think. For any entrepreneur feeling stuck or alone: there are more resources and people willing to help than you think. You just have to reach out. 😊

On the Mat

Your First Few Clients
Mistakes That Cost Us Years
One Overlooked Habit Could Transform How You Lead
Five Types of Leads to Run Away From

Let's Train

Where Your First Clients Are Hiding

Founders often ask me: “Where do I find my first clients?”

If you picked a problem worth solving—and have the skills to solve it—you should already know a few people who need what you’re offering.

Your first five clients shouldn’t come from paid ads, SEO, or a cold outreach campaign. Those channels are for scaling. The early-stage game is different—it’s about leverage, not lead gen.

In the early days of my consulting business, I didn’t start with a slick funnel or expensive CRM. I started with a spreadsheet of names. Friends. Ex-colleagues. Partners. People I’d helped before.

That’s where you begin:
Your network.

Before you roll your eyes at that advice, ask yourself:
Can you name 10 people you’ve worked with who respect your work?
Can you message them today—not to pitch, but to reconnect, share what you’re building, and ask who else they know that might need help?

Start there. Then take it one step further:

Audit your LinkedIn connections. Who’s recently changed roles and might benefit from your offer?
Tap warm partners. Adjacent service providers often have clients who need what you do. Reach out.
Attend strategic events. Not random mixers—targeted gatherings where your ideal buyers or referrers hang out.

The path to your first few clients is more relationship-driven than most want to admit. But that’s also what makes it doable—even without a big audience or ad budget.

Feel free to use the Outreach Worksheet — it’s the same template we use inside Black Belt Startup as I help founders get their first few leads.

And remember, you don’t need hundreds of prospects. You need five believers. Start with the people who already believe in you.

Ask Feras Recaps

Mistakes That Cost Us Years

In the early days of my first consulting business, I made three mistakes that still sting. Recently, a few founders in the Blackbelt Startup community asked what I would’ve done differently if I were starting over.

So this week’s Ask Feras Recap is my answer—lessons I learned the hard way, and advice I wish someone had shared with me earlier.

Here’s what I told them.

🔥 The Challenge

We were ambitious, scrappy, and eager to grow—but we were also stuck. The biggest issue? We were confusing “getting ready” with actually building a business.

💡 What We Had Going for Us

We had industry experience, decent service delivery, and a willingness to invest in the business. But we were held back by inexperience in two critical areas: sales and execution.

🛠️ What I Told Them

I shared three lessons I wish someone had told me earlier:

Underestimating Sales Timelines
- We assumed deals would close in a few weeks. Some took months. This made cash flow unpredictable and delayed momentum.
- Lesson: Always double your estimated sales cycle—especially at the beginning.
Planning Paralysis
- We obsessed over spreadsheets, org charts, and 5-year projections. Meanwhile, no one was selling.
- Lesson: Planning is useful, but only after you’ve talked to real humans. Early days = customer convos > clean docs.
Outsourcing Sales Too Soon
- We hired a senior sales rep to go after larger accounts before I knew how to sell the offer myself. He failed—and it wasn’t his fault.
- Lesson: Founders must master the pitch before delegating it.

📈 Progress

In my second business, I focused on building momentum: sell early, get feedback, iterate fast. No more waiting for perfect plans. Now, when a founder asks how to start, I say:
Learn to sell. Talk to people. Build while moving.

Business is a game of speed—but only if you’re pointed in the right direction.

* Some details have been changed to protect privacy.

You Might Like These

What does this Entrepreneur Magazine article highlight as the One Overlooked Habit Could Transform How You Lead, Connect and Grow Your Business? It's mindfulness.

Mindfulness encompasses a range of concepts and practices, it means somewhat different things to different people, but it comes down basically to giving the right amount of attention to the right things so you make good decisions and act positively.

The article highlights calculated risk taking, ongoing learning, and active listening, which is particularly critical for success in consulting and service businesses, from the sales stage, where you really have to listen deeply to understand your lead's needs and motivations, through the delivery stage, where proactive, ongoing communication is critical for keeping the project on track and meeting or exceeding expectations.

Sharpen Your Blade

5 Types of Leads to Run Away From

If you’re a new founder, you likely have the urge to say yes to every lead. But not all interest is good interest. Some leads will drain your time, energy, and morale.

Here are five to steer clear of:

The Jerk – They talk down to you, question everything, and lead with control. If they’re disrespectful in the sales call, imagine what working with them will be like.
The Price Shopper – This lead is fixated on cost and probably using your proposal to negotiate someone else down. They don’t care about your value—just your rate.
The Mismatched Fit – They want something you technically can do, but it’s not what your business is built to deliver. Serving them pulls you off your lane.
The Quote Collector – They’re just checking a box for procurement or a boss. You’re lead #3 in their spreadsheet. Save your energy.
The Flake – They seem excited but ghost after the first call. Don’t spend hours chasing people who aren’t ready.

Saying no early saves you more than just time—it protects your margin, your morale, and your momentum. Train yourself to qualify fast. And remember: not every lead deserves a proposal.

Watch my full video for examples of how each one shows up.

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