Your first customers are not always, but in many cases, people you know or someone they know. Excellent outcomes as a result of networking and word of mouth. The business is up and running and off to a flying start. It does not get much better.
It is easy to get comfortable during this time, business is coming your way and it seems easy. Your customers are friendly and happy. It is a good feeling, not unlike being in bed on a cold winter day, toasty warm. It is so comfortable that you do not want to get out from under the covers.
Then something happens. Sales either flatten out or begin to decline. Your friends and friends of friends are tapped out, you have saturated the portion of your market that is your current network.
It is now time to make new friends. Breaking away and expanding your network is crucial to the long term health of your business. Time and time again new business owners are face with this. If your desire to achieve the vision you have for your business is not stronger than the fear of making the calls you need to, the consequences are easy to predict.
My suggestion is to take advantage of the good vibes and positive energy from the outset and do not wait for the lull. Begin to make the calls right away, build your contact list and continue to do it. The sales cycle for brand new customers is likely to be longer than with your current network. The sooner you begin, the greater the chances of mitigating any slow down in business.
Get out from under the covers, it is not as cold out there as you imagine.
Good selling,
Richard
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