Web máme i česky.
What we think about it
Referrals can be an effective sales channel. Relying on them alone can make planned growth harder.
Referrals can be an effective sales channel. Relying on them alone can make planned growth harder.
Referral volume depends on past customers and their willingness to recommend you. It can be difficult to increase on demand or direct towards a chosen sector. Expansion into another country may also require relationships beyond the existing network.
A company relying on referrals may build a portfolio across many sectors. Each reference can be useful, but a new customer still needs to see experience relevant to their own problem. A broad portfolio may need clearer sector-specific offers.
A salesperson needs a defined offer, a target customer and relevant examples. Without them, hiring alone may not resolve inconsistent sales. These foundations should be reviewed before expanding the team.
Start with two or three sectors where you have the most delivered work and build offers around them. Explain scope, pricing and the first step. A new foreign customer may need more evidence and clarity than a domestic customer who already knows you through a referral.
This article draws on a specific engagement. Client names and figures are omitted; the discussion focuses on lessons that may apply elsewhere.
← Back to insightsYour first hour is free. We agree further work before starting.
