Tools · How B2B buyers choose a vendor now
What one quiet referrer costs you
What happens to next year if one of your top three referrers goes quiet?
Do that too. Dinner reaches ten people. An article written so a CPA can paste it into an email to a client reaches that CPA's whole book of clients, and it puts your thinking in front of the owner before the first meeting. The founder-led marketing guide shows what that article looks like.
What one quiet referrer costs you
What happens to next year if one of your top three referrers goes quiet?
Of your $1.5M in new-client revenue, $675K comes through three people. If one of them retires, changes firms or stops sending work, that's about $225K a year, and a second source of business has to win 3 new clients a year at $100K each to make it up.
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Assumes your top three sources send about equal amounts; if one sends most of it, losing that one costs more. Counts one year of revenue per new client.