Matt Best

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

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

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?

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.

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.

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.

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.