Sales
The Go-Giver
Bob Burg & John David Mann
A short story on why giving first is a real growth strategy.
Recommended for: Not Enough Customers
All Challenges
Sales
Not Enough Customers
You are good at what you do, but need more opportunities and a stronger pipeline.
The Challenge
Build a consistent pipeline through ideal-customer focus, relationships, referrals, follow-up, and opportunity tracking.
Why This Happens
- The problem has not been defined clearly enough to solve.
- Daily urgency has replaced a consistent process.
- The business is not measuring the few activities and results that matter most.
Questions to Ask Yourself
- 1.What is happening now?
- 2.How long has this been a problem?
- 3.What have you already tried?
- 4.What result do you want in the next 90 days?
- 5.What number would show improvement?
- 6.Who owns the next action?
What to Do First
1
Write down the current facts without assumptions.
2
Choose one measurable result for the next 30 days.
3
Schedule the first action and assign clear ownership.
Step-by-Step Solution
- 1
Identify the root cause instead of treating only the symptom.
- 2
Choose the smallest practical action that can create evidence.
- 3
Use the related tool or worksheet to organize the work.
- 4
Review progress every week and adjust from real results.
- 5
Share what worked so another owner can learn from it.
Three Levels of Solutions
Quick Win
Do this today
List 20 past customers and contacts and reach out to five today.
Build the System
Next 30 days
Build a simple weekly lead routine: referral asks, follow-ups, and one marketing channel you track.
Long-Term Transformation
Where you're headed
A steady, predictable flow of qualified leads that doesn't depend on luck.
Lessons From the Pass It On Library
From Fix This Next
If there isn't enough revenue, fix SALES first before anything else.
Framework: Business Priority Pyramid: Sales → Profit → Order → Impact → Legacy
From The Go-Giver
Give value first — introductions and help create referrals over time.
Framework: Give Value First
Pass It On Action
Ask three happy customers for a referral this week.
Your Action Plans
Sign in to check off steps and save progress to My Growth Plan. Sign in
7-Day Action Plan
- Day 1 — Identify the problem: write down exactly how “Not Enough Customers” shows up in your business.
- Day 2 — Review the numbers: gather the facts, figures, and examples connected to this challenge.
- Day 3 — Find the root cause: answer “What is happening now?”
- Day 4 — Choose one change: Write down the current facts without assumptions.
- Day 5 — Assign responsibility: name ONE owner, a deadline, and the expected result.
- Day 6 — Implement: Choose one measurable result for the next 30 days.
- Day 7 — Review what happened: what worked, what didn’t, and what you’ll do next week.
30-Day Action Plan
Week 1 — Diagnose
- Answer: What is happening now?
- Answer: How long has this been a problem?
- Answer: What have you already tried?
- Complete the 7-Day Action Plan.
Week 2 — Build
- Build a simple weekly lead routine: referral asks, follow-ups, and one marketing channel you track.
- Identify the root cause instead of treating only the symptom.
- Choose the smallest practical action that can create evidence.
- Use the related tool or worksheet to organize the work.
Week 3 — Implement
- Review progress every week and adjust from real results.
- Share what worked so another owner can learn from it.
- Train the people involved and assign owners.
Week 4 — Measure & Improve
- Compare results to where you started.
- Write one lesson learned.
- Adjust the process.
- Share what you learned with someone in the fellowship.
Biblical Principles
Wisdom for the journey — encouraging stewardship, integrity, and service, never a promise of guaranteed success.
#62 · Customers
Create genuine value
Philippians 2:4
#70 · Customers
Let your reputation create future business
Proverbs 22:1
#76 · Growth
Plant multiple seeds
Ecclesiastes 11:6
Related Challenges
Recommended Books
Approved Bookshelf resources related to this challenge.
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Challenge → Diagnose → Prioritize → Learn → Take Action → Measure → Improve → Help Someone Else
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