Archimedes and Sales
We hear a lot today about “scalability.” I prefer the word “leveraging.” I believe you achieve the former thought the latter.
For example, there are three monetary components potentially present in any “sale”:
- The immediate assignment or project.
- Expansion business during or after the project.
- Referral business during the project.
Most professional services providers ignore the second and third or think they’ll “get to them later,” but don’t! If you leave a million dollars on the table every year, it’s a million in profit you’ll never recover. Ever.
Leverage your sales and you’ll scale your business. Archimedes said, “Give me a lever and I can move the world.”
You just have to move a buyer.