Thinking back to some old-school (and brilliant) pop culture, Indiana Jones definitely comes to mind. Such a legendary character that brought true action and adventure into our hearts that satiated our imaginations with all the right choices. Ah, the nostalgia.
One of my favourite trilogies of all time (of course, they had to butcher it and turn it into a pentalogy, with a fifth being introduced in 2022), I was hooked like a salmon to a treble hook and was in total awe of his ability to use the bullwhip like a proper Spanish Vaquero.
Using that bullwhip effectively is no easy task and understanding how it works will add a bit of bulk to the analogy I’ll be providing for you today.
My Whip Is Longer Than Your Whip
In those years, when cowboys mattered, the size of the bullwhip determined the strength and ability of those capable of wielding such a responsibility. The bigger the whip, the stronger you were; not to be mistaken with small-dick syndrome and the overcompensation that comes with having the most expensive, phallic-shaped car possible.
By using it as an analogy for sales and referrals, you need to be aware of what it does and how it works.
Being quite a difficult process to get started, there needs to be a lot of work and strength put into initiating the circular motion that will gradually expand in circumference to eventually send out the tip as far as possible. This is done in order to create a loud crack through a small sonic boom made by breaking the sound barrier.
So, how does this translate to sales and referrals?
Obviously, in order to get new clients, you need to get out there and do some heavy lifting of your own, pushing down on your sales team and using the right marketing tools, while setting aside your pride and asking for business.
Like the bullwhip, getting it going can be difficult to do, but once there’s momentum built-up – it becomes a lot easier to manifest your intended outcome. It takes a lot of strength and effort to go out and land your initial clients and deliver value and a quality solution to them; but once those clients are involved in the process of buying on a regular basis, they will start referring you to others with comfort and confidence.
Similar to the cone that a bullwhip forms, which gets wider and wider as you spin it; so do your clients continue to expand until they reach a tipping-point, where referrals start happening.
At that point, you don’t have to put as much effort into sales and marketing, but you just have to maintain the quality of work that you’ve been producing.
You need to be aware that in order to become a referral-based business, you must look at it as a long-term goal, because in the short-term phase of your growth – you need to be far more aggressive and proactive and go out there to do your marketing.
Pace Yourself And Crack The Speed Of Sound
In sales, the pace in which your sales leads grow is directly related to the effort that you put in at the beginning of the process.
As soon as you start selling and landing new work, the sooner referrals will pour in from those clients and you’ll build a portfolio of work that will fetch positive PR that can be used as content for your marketing strategy.
In your business, you act as the wrist that will provide motion to the bullwhip; speaking to as many relevant people as possible, advocating your business and driving awareness to your service and USP.
The faster you whip those sales, the larger the sales will be and the easier it becomes to maintain those clients and the referrals that will come with them.
Now, before I whip you, get going and drive those numbers up.
Get those referrals flowing to you like a well-irrigated rice farm.
And be sure to include me in your ass-whipping journey; I’ll provide you with a bigger, stronger bullwhip, one that won’t just break the sound-barrier, but shatter it.
Get in touch for a lunch, a chat or to see who might even have the bigger whip:
+2783 253 3339