Personal Selling for Business Growth
Every CEO wants to grow their business. And when it comes to building a larger client base, personal selling is one of the most overlooked but powerful tools you can use. While many companies have moved away from relationship-based outreach, this direct strategy still works—especially when done with intention.
The toughest part of any sales process is lead generation. Cold outreach is unpredictable and exhausting. But what if your best opportunities—the real “hot leads”—are people already in your circle?
For the next three weeks, we’ll explore three neglected strategies for business growth. This week’s focus: using personal selling to re-engage the contacts you already have.
Generate Lead Lists with Personal Selling in Mind
Start by writing down every person you know—from relatives and friends to old classmates and past colleagues. While some may worry about mixing personal and professional connections, these relationships can be a powerful starting point.
Break your list into three groups:
List #1: Closest Relationships
These people already know and trust you. They are the easiest to convert into clients and often happy to refer others. Use this group to generate warm introductions to people in the other lists.
List #2: Acquaintances
These contacts know your name, but not your business. Start casual—grab coffee, catch up. As your relationship grows, you can introduce your services and shift them into List #1.
List #3: New Connections
This group includes new followers, recent introductions, and strangers you’ve just met. Keep it professional. Use email, social media, or thoughtful messages to spark curiosity. Don’t overwhelm—give them a reason to reach out.
Remember, personal selling isn’t about pushing products—it’s about forming meaningful relationships that lead to trust and, eventually, business.
Don’t underestimate your network. Connections you already have may hold the keys to the leads, referrals, or opportunities you’ve been missing. Next week, we’ll dive into how your current customer base can drive repeat growth.