What went unsaid

When your main source of business is referrals, you win business pretty easily without a lot of hard selling.

Your reputation precedes you.

Which makes it hard for your business to grow beyond referrals.

Why is it so hard to sell when you don’t have a warm introduction?

Let’s take a peek behind the scenes. 

What went unsaid on your path to hearing “Yes” 

Referrals come to you via warm introduction. 

Someone (a former client, a family member, or even a college friend) recommended you as someone who can solve problems the referral is having.

Their relationship becomes your relationship. 

You skip to the front of the line because of their endorsement. 

They know your results and your reputation before you’ve even met.

Whatever you say is taken as truth, and it becomes your business to lose. 

Pitching to cold leads? 

It's like climbing Everest from the lowest starting spot.

Why? Because cold leads know nothing about you.

They have zero context into who you are, what you do, and how you help others.

They are skeptical of your results. 

They don’t know your reputation. 

There is no relationship to precede you.

You're not bad at selling to cold leads. 

You just don’t have the relationship yet. 

It’s like you’re a superhero with a hidden identity.

Your story and reputation just need a spotlight.

You need to advocate for yourself.

Eventually, your relationship will strengthen.

But it won’t happen on the first interaction. Or the second.

It takes time to build relationships. 

To turn cold to warm. 

You never know when the relationship will start to thaw, but you can put in the work to accelerate the process. 

Only then can you start to fill your pipeline for the next stage of growth.