Referrals are gold 🪙 But they can also limit your business growth 📈

How can both of those be true? Here’s how 👇

I was talking to a CEO the other day and she was like most of the businesses I work with. They have happy customers who give them enough referrals to keep them growing.

But they don’t have a formal process for cultivating referrals. And their sales have become reliant on that single lead source.

That was okay until they wanted to break into a new market.

Because I only work with successful businesses who want more growth, I see this frequently. Good businesses naturally get referrals – sometimes even without trying.

But if they become too reliant on referrals as the source of all their new business, their sales muscles can start to atrophy. Then, when they want to branch out to a new industry, or a new geography, or just want to accelerate growth, they don’t have a reliable process for identifying leads, walking them through a sales process, and converting them into clients.

I help them put a sales process and dashboard in place, train salespeople, and coach them as they get started. The businesses I work with can usually get quick results as they start to focus on outbound sales for the first time (in a while).

So, what can you do if this sounds like you? Every business has a salesperson – it’s often the founder or another senior leader – but they’re there. They might not still spend a lot of their time selling anymore, but they can recreate the process they used in the past.

Success leaves clues, so document their sales process, share it with the team, keep track of your metrics, and watch your sales start to grow.

If they’re still not growing fast enough? Contact me. Maybe I can help.