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The Business of Getting More Business
Getting More Business is the Key to Success
Getting More Business is the Key to Success
“To get more business, you need to get better at getting more business.”
Why Getting More Business Matters
It sounds obvious, yet countless businesspeople focus on everything but generating new business. They refine their product, tweak their website, or streamline operations, believing customers will come if they build it. But here’s the truth: none of those improvements will matter without a strategy to attract and secure new business.
But first, a story.
I was sitting with a friend who is a keynote speaker like me. His stage performance is outstanding, and his clients rave about him. Yet his business was struggling. “I don’t get it,” he said. “I think I’m doing great work, but I’m not getting enough new speaking opportunities.”
“What do you spend most of your time doing?” I asked.
His answer? Rehearsing his talks, writing new presentations, tweaking his processes, reviewing client projects, and handling business issues. All important things to be sure, but none of them directly brought in new business. He was waiting for referrals, hoping word-of-mouth would do the heavy lifting. The problem? That’s like depending on buying lottery tickets for your retirement plan. It might work, but I wouldn’t count on it.
The Fallacies of New Business Growth
Many people misunderstand what it takes to generate new business. Here are some of the most common misconceptions:
Common Myths That Hold Businesses Back
Myth 1: Great Work Speaks for Itself
No, it doesn’t. Great work is essential, but if people don’t know about it, it’s like the tree falling in the forest with no one around to hear it. It might as well not exist. Instead, you have to actively market and sell what you do.
Myth 2: Word-of-Mouth is Enough
Referrals are wonderful but unreliable as a stand-alone growth strategy because their frequency cannot be determined or guaranteed. To build a sustainable business, you need proactive outreach, strategic networking, and targeted marketing.
Myth 3: A Better Product Will Automatically Bring Sales
You can have the best product in the world, but if your customers don’t know about it or understand why they need it, they won’t buy it. Sales and marketing drive demand.
Proven Strategies to Consistently Win New Clients
Strategy 1: Prioritize Sales and Marketing
Make it a priority. Schedule time daily to reach prospects, follow up on leads, and refine your messaging strategy.
Strategy 2: Build Trust Through Meaningful Relationships
People do business with people they know, like, and trust. Attend events, join industry groups, and stay in touch with past clients.
Strategy 3: Clearly Communicate Your Unique Value
What problem do you solve? What makes you different? The more precise you are about your value proposition, the easier it is for potential clients to say yes.
Strategy 4: Develop a Scalable New Business System
Don’t wing it. Have a system in place for outreach, follow-ups, and closing deals.
Strategy 5: Solve the Problems Your Clients Are Asking About
Stay relevant. Just because you can do something doesn’t mean your audience cares. Focus on solving real problems your clients are actively looking to address.
Conclusion: Turn Strategy into Success
Your ability to get more business determines your success. It’s not enough to be great at what you do. You must also be great at bringing in new opportunities.
I travel the world helping businesses refine branding and messaging to attract more clients. If you want to sharpen your strategy and grow your business, I still have a few dates open in 2025. Book me for a keynote at your next event, and let’s inspire your team with actionable insights that drive real results.