Matt Best
speaker
628 appearances
20 recordings
1 series
first heard May 2024
last heard 30 Aug
Matt Best’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 7 in all, peaking in Aug 2026 with 2.
Appearances
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...
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?
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.
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.
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.
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
take that real consultative approach towards helping a customer see where procuring a service whatever that might be is going to help them in driving their business forward yeah you're absolutely right matt i would characterize it as being there at the right time to help to shape their thinking so if you think about the way you might personally consider buying a car
Thomas, what's your perspective on why that is?
Why do you think that might be the case? Because, I mean, again, going back to that sort of personal versus business, is the difference here that we're asking for a referral to procure services more often in our personal life than perhaps to sell services? I wouldn't necessarily see a friend in the pub and say, you should buy these trainers.
In fact, anyone who knows me will attest to the fact that I do actually do that, which is probably a bad example. Matt, I'd never buy your trainers, by the way. So, yeah. LAUGHTER Yeah, what's your take on that? And this gets us, Thomas, I think, into some more of the sort of practicalities of how to start to generate these sort of referrals and to develop those critical habits.
Perfect, yeah. And I think... Maybe we gravitate more towards those trusted relationships. I guess that's that point that you're making there, Johnny, is that where you do have a trusted relationship, it gets easier and easier to ask for referrals.
And maybe, Thomas, there's that sort of the next layer out from that is and you're talking about the minimum requirement in order to ask for a referral and having that credibility there. Clearly, we'd love to... Those trusted relationships are ones that are more comfortable and where it's easier to ask for a referral.
But if we step outside of that comfort zone, then looking at how we're demonstrating the credibility that we've got. And I know, Thomas, from conversations that we've had before, you... you share an example of how you would teach this to clients and using the conference speech analogy.
I wonder if it might be useful to share that with our listeners today, just to show, I guess, the other end of that extreme.
Thomas, clearly, there's probably a lot of people listening to this thinking, oh, my gosh, well, not only do I maybe not get that many opportunities to stand up on the stage, but also I feel like I have to take some smaller steps first. And clearly, that's what you're trying to encourage them, how you're trying to encourage them to think by demonstrating that.
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