When Black Women Founders Focus on These 4 Business Priorities, They Get Results
As a Black woman entrepreneur, it’s easy to find yourself caught up in the daily grind, hustling hard but not seeing results. Sometimes, the problem isn’t a lack of effort but a lack of intentionality. We often spend time on areas of the business that don’t truly need us the most. Maybe it’s because that work feels more comfortable—it’s what we know, so it becomes a subtle form of procrastination. Or perhaps it’s the loudest part of the business demanding attention, and instead of delegating or setting boundaries, we let it pull us away from what really matters.
The truth is, your time and energy are your most valuable resources, and they must be directed toward value-add activities that move the needle on your goals. Members in the Sistahbiz community have access to coaching, tools, and activities that help them stay focused on these four critical areas, ensuring they maximize their time and see real results. These focus areas below are where the majority of your time should go if you want to stop the hamster wheel grind and start generating real revenue and client growth.
1. Existing Paying Clients
Let’s emphasize: paying clients. I’m not talking about pro-bono work, projects done for exposure, or test-run clients. I mean money-in-the-bank clients. They. Come. First. Keep them happy. Serve them quickly and well. Follow up. Ask them to buy again.
Take a moment to reflect on your last couple of workdays. How much time went into serving paying clients? Are you tracking your client hours? Personally, I color-code my calendar PURPLE for this work. It’s a great visual reminder to ensure I’m dedicating enough time to my most important revenue source.
Focusing on your existing paying clients isn’t just about excellent service—it’s also one of the most cost-effective ways to grow your revenue. Research shows it’s 5–25 times more expensive to acquire a new client than to retain an existing one. Happy clients are not only more likely to buy from you again, but they’re also your best marketers. Satisfied customers refer others, leave glowing reviews, and become loyal supporters of your brand. By prioritizing their needs, you’re maximizing the return on your initial client acquisition efforts while strengthening the foundation of your business.
2. Follow-Up on Current Leads
Consistent, ongoing business is dependent upon active engagement of a robust leads pipeline. You must always be courting the next wave of business while serving paying clients. Do you have goals for the number of follow-up touches you need to convert a lead to a client? Do you have a reminder tool and a tracking system for following up with prospective clients until you close the deal? I color-code my calendar appointments YELLOW for this area.
On average, it takes 8–12 touches to convert a lead into a paying client, and depending on your industry, the sales cycle can take anywhere from weeks to months. Without a system in place, it’s easy for leads to fall through the cracks—especially since 80% of sales require multiple follow-ups, yet nearly half of salespeople give up after just one attempt. Generating leads is only half the battle. The real key is nurturing them consistently and strategically to move them through the pipeline. If you’re not committed to robust follow-up, you risk wasting the time, effort, and money you spent acquiring the lead in the first place.
It’s also important to remember that today’s leads are likely your customers for the next quarter, not tomorrow. For example, let’s say you meet a potential client at a networking event in January. You follow up with an email, send over a proposal, and then check in periodically. By March or April, they may finally be ready to make a purchase or sign a contract. A healthy pipeline ensures that while you’re closing deals today, you’re also setting yourself up for consistent revenue in the future. Without it, you’re left scrambling to find new business when your current projects wrap up.
3. Follow-Up on Current Leads
Marketing and networking are key ways to generate new leads. To consistently hit your revenue goals, you need to identify your traffic sources that effectively bring in high-value customers—the ones who are hungry for your product, willing to pay, and contribute meaningfully to your bottom line. This requires rigorously evaluating your marketing strategies and focusing on the sources that drive measurable results.
It’s essential to track traffic using key performance indicators (KPIs) that are directly tied to your revenue goals. For instance, if your revenue target for the quarter is $50,000, calculate how many high-value customers you need to convert and the volume of traffic required to achieve that. Multiple channels—such as social media, email campaigns, paid ads, and networking events—are likely necessary to reach your goals. Diversifying your efforts ensures that if one method underperforms, others can pick up the slack.
You also need to routinely analyze which channels are delivering the best ROI. For example, if Instagram drives the highest number of inquiries, double down on your content strategy there. If networking events yield quality leads, attend more events and build follow-up systems to nurture those leads. The key is to stay strategic, focus on what works, and pivot away from what doesn’t.
What portion of your time is currently dedicated to marketing, building brand awareness, and networking? I color-code this area in my calendar PINK to ensure I’m consistently working the most effective sources to generate leads and drive revenue.
Be sure to build solid systems for these activities. Block undisturbed, uncompromised time to execute them like clockwork. Use a CRM or other tools to track your progress and ensure your efforts align with your KPIs. This discipline will help you stay focused on the traffic strategies that bring you closer to your revenue goals.
4. Selling More in Each Transaction
Maximizing revenue isn’t just about getting new clients—it’s about increasing the value of every transaction with the clients you already have. High-value customers are often willing to spend more when they see how additional products or services meet their needs. This is where upselling and cross-selling come into play.
For example, if you’re a business coach, you could offer a bundled package that includes one-on-one coaching, access to online tools, and a quarterly strategy session. If you run a retail business, suggest complementary products at checkout or offer discounts on add-ons for existing purchases. The key is to frame these offers as solutions that provide extra value rather than unnecessary add-ons.
This strategy not only boosts your revenue per client but also reduces the overall effort and cost associated with customer acquisition. By focusing on how you can solve more of your clients’ pain points, you deepen the relationship and build loyalty, making them more likely to return and refer others. To make this approach effective, track metrics like average transaction value (ATV) and aim to incrementally increase it as part of your overall revenue goals.
When executed intentionally, selling more in each transaction doesn’t just grow your revenue—it positions you as a trusted partner who truly understands and serves your clients’ needs.
If you’re ready to get serious about building your business and need a proven framework, consider joining Sistahbiz. Our membership program gives Black women entrepreneurs access to tools, coaching, and a community of supportive sistahs ready to help you focus on these priority growth areas and win.