I spent the last five years believing growth was a traffic problem.
Build the landing page, run the ads, leads come in and sales follow. Right?
Turns out I was wrong.
We got the leads, but the sales didn’t always follow.
Sometimes they did, so it made me curious to learn what was different.
It turns out that businesses who successfully turn traffic into sales understand how to grow a business.
And it’s very simple.
There are only two ways to grow a business:
- Get more customers
- Sell more to the ones you already have.
Say it out loud and you notice something: most of us only ever work on the first one.
Here is the simple math I see in almost every business I talk to.
40 inquiries a month. 30 quotes sent. 2 jobs won.
28 quotes just sit there.
And what happens next month? Buy more ads. Go find inquiry number 41.
Get more customers without new ads#
- Follow up on the quotes you already sent. 0.1% of companies I talk to have a system for this. You follow up once, and that’s it.
- Always be the first to respond with an estimate or quote. If you take 4 days to respond, you are competing against faster competitors. Speed wins jobs that better craftsmanship doesn’t.
Sell more to the customers you already have#
People who already bought from you are 2x more likely to buy again if they were satisfied.
- Offer upsells and new products. Sell enclosures, lights, heaters and other options to people who already bought from you. Pergola buyers might consider adding an outdoor kitchen, a screen, glass enclosures, heaters and more.
- Introduce recurring services. Offer yearly maintenance, cleaning and inspection, extended warranty and similar.
A good idea is also to call everyone who inquired but wasn’t ready then. Many were planning the project and might be ready now, but they are hearing about it from a stranger’s ad instead of from you.
Here’s an action item for today:
- Open your quote list from the last 180 days.
- Count the ones nobody followed up on.
- Multiply by your average order value.
That number is your growth plan for this month.
And going after these customers costs you nothing.
If you want help building this into your sales process, book a demo and we will show you how it works.