Taking the leap from corporate life to entrepreneurship is a daunting decision, especially when it comes to finding that first client. In today’s episode of The Small Business Show, Beate Chelette, The Growth Architect and founder of The Women’s Code, shares her expertise on how new entrepreneurs can successfully transition into business ownership and start building a client base.
The illusion of job security in corporate roles often keeps people from pursuing their own ventures. However, Chelette emphasizes that businesses prioritize efficiency and cost-cutting over employee loyalty. For professionals considering entrepreneurship, she advises assessing their unique skills and determining whether they can provide value independently.
One of the most critical first steps is understanding market demand. Entrepreneurs often assume their expertise will translate directly into a successful business, but validating that assumption is crucial. To help with this, Chelette developed the “What’s Your Talent Worth?“ quiz, a tool designed to calculate earning potential based on industry trends, experience, and demand.
Once a market opportunity is identified, the next step is defining a business model. Chelette breaks it down into two key paths: becoming a solopreneur—working independently as a consultant or coach—or building a scalable business with employees. For instance, a cybersecurity expert could either offer one-on-one consulting services or establish a firm serving multiple clients with a team. Choosing the right model early on is essential for long-term success.
Understanding the competitive landscape is another major challenge. With many professionals entering entrepreneurship due to corporate layoffs or dissatisfaction, it’s important to evaluate the competition.
Key questions include:
- Who are the competitors?
- What are they offering?
- How are they pricing their services?
- What is the quickest way to generate revenue?
The goal is to create a Minimum Viable Offer (MVO)—a service or product that solves a customer’s problem and generates income without unnecessary overhead.
Many new entrepreneurs make the mistake of structuring their business based on trends rather than their actual needs. Chelette highlights the importance of designing a business model that aligns with personal priorities. For example, a parent of school-aged children should structure their business to allow flexibility, avoiding burnout from unrealistic expectations. Entrepreneurs can create sustainable businesses by outlining working hours, vacation time, and revenue goals early on.
One of the biggest fears entrepreneurs face is rejection. Chelette explains that this fear often stems from having too few prospects. The key is to maintain a steady pipeline of potential clients so that each rejection carries less weight. Instead of focusing on convincing people to buy, entrepreneurs should focus on helping potential clients make decisions. She suggests asking two critical questions: Can they achieve their goal independently? And if not, are you the right person to help them? By shifting the focus to serving rather than selling, entrepreneurs can build confidence and resilience.
Rejection is a natural part of business, and taking it personally can hinder success. Instead, Chelette encourages entrepreneurs to stay focused on their ideal clients and keep refining their offers. With the right strategy and mindset, finding those first clients becomes a structured process rather than a daunting challenge.
"Don't take it personally. Step into serving and helping people. When you come from that perspective, and you focus on the people you can help and help serve, you're going to be a lot happier versus worrying about on whether or not this one particular person is going to sign up." – Beate Chelette
