Any talk about business invariably turns to the concept of the cash stream. Net positive cash flowing through the organization will allow it to invest in future revenue/profit growth in some form or another.
With the limited revenue forecasts that we have, normally around 6 – 10 months, this becomes all the more important. If we have cash we can spend money on sales teams, marketers, new products and services, IP strategies, hiring ahead of the curve and a range of additional factors to make sure that we are able to keep our cash streams rising.
However, before we can receive revenue, we need to sell, and before we can sell our prospects need to know of us, and they need to be comfortable spending money with us.
So the second most important stream into your company, after that of cash, is the stream of client referrals.
Client referrals are probably the most powerful way to prove that you can do what you say you can do. If a former client is happy to tell others that you achieved what they asked of you – and more, then your credibility just went through the roof.
No matter who you are, what you have written, or who you have worked with – the voice of an impartial former (or existing) client is far more powerful than any emotional or technical appeal you might be able to make.
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