Matt Best

Leading nicely into your third point of co-tailing, right? And the importance of maintaining those strong relationships and then following them around the industry.

I mean, that's incredible, right? I mean, if you set that goal for many sales professionals just on their own, that's...

I mean, that's incredible, right? I mean, if you set that goal for many sales professionals just on their own, that's...

That's some ROI. That's awesome. Yeah, that's very cool. And I think thinking about that, Thomas, and you mentioned there that essentially that person becoming an extension of your sales team, right? And I guess as referrals as a tool or a thing that helps achieve this growth, it's exactly that. It's extending your sales organization out through your...

That's some ROI. That's awesome. Yeah, that's very cool. And I think thinking about that, Thomas, and you mentioned there that essentially that person becoming an extension of your sales team, right? And I guess as referrals as a tool or a thing that helps achieve this growth, it's exactly that. It's extending your sales organization out through your...

trusted relationships and the partnerships that you have with clients who really advocate for you in the market and advocate for the product. So, I mean, tell us a little bit more. Maybe I'll start with a sort of fairly simple question. There might be some people on there listening to the podcast today thinking, what does referrals really mean? What is referrals? So how would you define referrals?

trusted relationships and the partnerships that you have with clients who really advocate for you in the market and advocate for the product. So, I mean, tell us a little bit more. Maybe I'll start with a sort of fairly simple question. There might be some people on there listening to the podcast today thinking, what does referrals really mean? What is referrals? So how would you define referrals?

What does it mean?

What does it mean?

It's such an interesting point, and I think this... Thomas, I love your recommendation to the listeners around it almost doesn't matter, but if you signpost that point, it's part of how you win business. I can think just now off the top of my head, I've got three or four clients who I know have told me that probably not in such a direct way.

It's such an interesting point, and I think this... Thomas, I love your recommendation to the listeners around it almost doesn't matter, but if you signpost that point, it's part of how you win business. I can think just now off the top of my head, I've got three or four clients who I know have told me that probably not in such a direct way.

And I wonder if that's just an extension of that bit of advice that says being really, really clear about what that means for you. Rather than saying something, oh, yeah, well, I get quite a lot of my business from past customers. But being really, really explicit about that is the primary source of business for my business or my business growth is through referrals.

And I wonder if that's just an extension of that bit of advice that says being really, really clear about what that means for you. Rather than saying something, oh, yeah, well, I get quite a lot of my business from past customers. But being really, really explicit about that is the primary source of business for my business or my business growth is through referrals.

Just really putting that statement out there sets out that scene. And as I said, I mean, there's easily half a dozen businesses that I've been working with who I would say could say that and it would be the reality for them.

Just really putting that statement out there sets out that scene. And as I said, I mean, there's easily half a dozen businesses that I've been working with who I would say could say that and it would be the reality for them.

And maybe, Johnny, I'll just add another light bulb that's just gone on for me here, Thomas and Johnny, just around when I think about this is, this is almost an opportunity as well to get things earlier in the buying cycle, because a big part of those preliminary conversations are had in a sort of safer space.

And maybe, Johnny, I'll just add another light bulb that's just gone on for me here, Thomas and Johnny, just around when I think about this is, this is almost an opportunity as well to get things earlier in the buying cycle, because a big part of those preliminary conversations are had in a sort of safer space.

Those who are going to kind of internet search, maybe you've done a little bit more thinking, whereas someone who sat there thinking, well, maybe I need this. Hey, I'll just ask a couple of my mates in the market. Or I'll just ask a couple of my mates down the pub who I know work in a similar industry. What have you done to fix this? Do you have this problem? Oh, yeah, I do.

Those who are going to kind of internet search, maybe you've done a little bit more thinking, whereas someone who sat there thinking, well, maybe I need this. Hey, I'll just ask a couple of my mates in the market. Or I'll just ask a couple of my mates down the pub who I know work in a similar industry. What have you done to fix this? Do you have this problem? Oh, yeah, I do.

You should go and speak to X, Y, and Z. And I guess that's a big part of it as well, Thomas, right? In terms of getting in or opening doors earlier in the conversation as a result of being somebody who then becomes, who's given that opportunity to