Last week I saw first hand about the tipping point to business success. It is truly about one more time and a little bit more. I was collaborating with a business owner. At the beginning of the year business was slow. In fact, it was the worst it had been in years. And, the worst part he saw no way out.
One of our steps was to get him and his business to a better place was to get him out of the office and to start marketing his business. He went back and talked to old clients. He started attending Chamber of Commerce functions. He started going to trade shows and gaining exposure. He got a positive response from others and no business. Yet, he felt better about himself.
At times, feeling discouraged he wanted to quit. But he kept going. He kept taking one more step and doing a little bit more. In the last month he has had several new projects come his way. In fact, he is at the point he has enough work to last him the next year and a half.
His marketing is starting to pay off. He was being consistent in his actions and persistent in staying focused. But, last week something changed. He decided that he wasn’t going to go to a Chamber function.
Hey, business is now good. What’s the need? I asked him if he wanted to be back where he was a few months ago. Did he want to experience the bad times again? Reluctantly, he agreed to show up.
As he told me later, it was one of the best things he has done for himself and his business. He went in with the attitude that he was going to make the best of it.
At that event he met a person who is strong center of influence who he hadn’t really talked to before. This person praised him and his work. Nearby was another person who echoed the same sentiments. As he said, he was quite pleasantly surprised.
The best part is the center of influence and the other person are now referral sources. They want to send him business. And, because of who they are and who they know there is a high likelihood of that happening.
Regardless, he expanded his sales force by two people. That’s what running your business by referral is about. Find enough people who are willing to refer you. This is building your sales force. Develop those relationships.
As he told me later, the best things happen when he gets out of his office and away from his desk. You never know where you will mine the next diamond for success. No matter how well your business is doing always take time to get out and market it.
In the long run, your slow times won’t be as slow or last as long. And, the good times will be better and last longer. Always remember success is a journey. It is a journey. It’s a journey about about one more time, one more step and a little bit more and reaching the tipping point for business success.
