Be like Mike!

There's a business owner I know.

His name's not Mike but I'll call him that to respect his privacy.

Mike runs a business doing over $10M a year in sales.

He manages a team of 20+ people.

Mike works his ass off 6 and sometimes 7 days a week.

I don't know his exact age, but he's somewhere around 50, give or take a couple of years.

And he's been running the same company for close to 20 years.

From time to time, I speak with leads or work with clients who are an ideal fit to work with Mike's company too.

So I email them across to Mike as referrals, and every time he:

Replies with extreme speed, sometimes in less than 5 minute

Treats the referral with courtesy and respect, no matter how big or small their business is

Requests to personally book a call with the business owner

As a busy CEO with a lot of demands on his time, Mike could decide to pass these leads on to his sales team to follow up later or tomorrow.

But that never happens.

Even after 20+ years running his company, Mike is an old-school salesperson at heart.

He believes in striking while the iron is hot, and he's not about to let a qualified referral lead slip through his fingers.

And based on what I've seen, Mike closes over 60% of these referrals on doing business with his company.

(An 'average' closer converts 20-30%)

Here's why -

Despite being heavily invested in technology, Mike knows exactly where all his true business growth comes from:

Making real human connections

Building respectful relationships

Taking fast action on new opportunities

I sent Mike a referral this morning.

Within 30 minutes, he had a call booked with the company's founders.

Which inspired me to write and tell you (really to remind myself):

Be Like Mike.

Your friend,

John Caprani