Let’s talk about a big missed opportunity I’m seeing in sales teams right now.
It’s not a lack of leads.
It’s not the marketing.
It’s not even that you need a flashier tech stack.
It’s this: There’s no clear and consistent nurture strategy.
Yep, the magic of repeat business, referrals, and easier yeses … live in your and your team’s ability to stay connected.
Here’s the hard truth:
- Most sales teams are obsessed with what’s next
Meanwhile, warm leads are going cold - Happy clients are left hanging
And referrals? Well… no one’s asking.
In fact:
👉 91% of customers would happily refer you
👉 But only 11% of salespeople ever ask
That’s wild.
So let’s flip the script.
Imagine what could happen if your team had a game plan to:
✨ Reconnect with past clients who already know your value
✨ Create natural (and non-cringey) moments to ask for referrals
✨ Keep relationships warm with value-based check-ins, not spammy sales pushes
This is the power of a strong nurture strategy.
When you focus on what you already have (relationships, trust, interest) you reduce the need for cold contacts.
You build momentum.
And you make sales feel a whole lot less like hustle and a whole lot more like flow.
No big overhaul needed. Just a shift in focus.
Because here’s the truth: Leads don’t go cold overnight. They go cold from ongoing neglect.
And that’s entirely within your control to change.
A great action to take after reading this article – take 5 minutes out of your day today to find
- 5 clients to call for a referral, and
- 5 past clients you can call to connect with and see how they’re going, and
- Schedule time to give them a call
And then of course… do it!
📘 PS. Want more no-fluff, high-impact sales tips?
Grab a copy of Healthy Hustle: The New Blueprint to Thrive in Business and Life at healthyhustle.com.au
🔍 Or if you’re keen to unearth the gold already sitting in your database, book a Sales Power Session. One session. Ninety minutes. Zero fluff. Message me with NURTURE to get started.