To grow any business successfully, you need velocity and leverage. Velocity is the speed in which you can close new opportunities and produce the work/products. Leverage is the lever one pulls to gain velocity – using each customer interaction and relationship as a stepping-stone to the next opportunity.
To build velocity, one needs to:
- Identify core markets that value your expertise, products and services
- Ensure processes are in place to support the business and fulfillment of obligations
- Maintain a repeatable marketing/sales process that consistently produces qualified leads and opportunities
To Gain Leverage, you must:
- Identify advocates and referrals who will benefit from having their clients and others use your products and services
- Treat advocates and referrals as customers – find out about their goals and challenges and explain how, by recommending you, they will benefit
- Build appropriate actions into your daily calendars to leverage all customer interactions and events
Want to grow your success, think Velocity and Leverage!
to speak speak at your next meeting or to work with your team. You will be thrilled with the results.