How to Make New Business Predictable Instead of Praying the Phone Rings

Count the ways you're chasing new business right now. Referrals, ads, emails, the newsletter you started and stopped. Now the harder question. How many are actually finished? Running isn't finished. A thing that's running can still be losing you money and you'd never know it.

You'll learn how to pick the one channel your numbers already point to, what finishing it really takes, and when you've earned the next one. You'll hear how a $4M caterer killed six lead sources, built the one already working, and made his new business boring. And boring is the most beautiful word there is!

Topics discussed:

Introduction (00:00)

Running isn't finished, and what that's costing you (00:30)

You don't have a lead problem, you have a seven-things-running problem (01:47)

What Scott got wrong for years at J&L Marketing (03:11)

Tony's catering company and the feast-or-famine whiplash (04:33)

Where his last 20 corporate accounts actually came from (07:04)

The hard call: killing six lead sources to build one (07:37)

How Tony built the referral channel into seven streams (08:54)

Why predictable beats exciting, and boring wins (10:45)