This is so relevant to me in my business where we have been shifting into business development mode.
I've had a bunch of meetings that have come about from cold calling potential clients. Almost every one has not ended in new work. All of our new work comes from referrals where clients have heard about us through their friends or seeing something we've built in the marketplace and wanting to find out how we can help them.
Our focus now has shifted from getting meetings to producing great work for our existing clients, work that they can be show their friends and which gets recognition. Sounds like a slight shift in thinking but it's already having great results in the quality of our output.
I've had a bunch of meetings that have come about from cold calling potential clients. Almost every one has not ended in new work. All of our new work comes from referrals where clients have heard about us through their friends or seeing something we've built in the marketplace and wanting to find out how we can help them.
Our focus now has shifted from getting meetings to producing great work for our existing clients, work that they can be show their friends and which gets recognition. Sounds like a slight shift in thinking but it's already having great results in the quality of our output.