Big sales are particularly alluring because they offer a genuine opportunity for business leverage.
Real freedom, though, comes from a substantial client base. Focusing exclusively on the big hit, rather than on systematically adding to your client base, puts you in the position of running a very high-risk business. The answer lies in the development of a substantial client base. Clients are customers who identify you as their main contact for the product or services you sell, and who will buy repeatedly, over time, if you develop and nurture a long-term professional relationship. In essence, a client base is a reservoir of repeat sales, and each repetition tends to be easier, faster, more lucrative, and generally more fun.