Most B2B service businesses pour time and money into “lead gen,” only to be swamped with unqualified prospects and wasted effort. In this episode of Empowering Healthy Business, host Calvin Wilder talks with Tom Freedman of Defiant Enterprises about a smarter approach: building growth on referrals, not cold leads.

Tom shares his five-step framework for making referral-based selling repeatable and scalable, including how to:

• Reverse-engineer your numbers and model sustainable growth
• Position your offer, audience, and message for impact
• Use your CRM to track referral partners and conversations
• Build genuine partnerships instead of chasing cold leads
• Scale confidently by documenting your process and adding producers

If you’re tired of endless prospect lists and want a proven, relationship-driven way to grow, this episode will give you a clear, practical playbook you can start using right away.

Listen now and learn how to turn trusted introductions into paying clients.

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Sponsored by SmartBooks. To schedule a free consultation, visit smartbooks.com.

Thanks for listening!
Host Cal Wilder can be reached at:
[email protected]
https://www.linkedin.com/in/calvinwilder/