Rung five: Grow
Grow is the fifth rung of Five Rungs: earning more from the customers you already have. It is the cheapest revenue in any B2B business, because the trust, the contract and the relationship are already in place - and it is the rung that feeds the first, because a client who has grown with you is the case study and the referral that makes the next campaign easier.
What Grow covers
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Additional services
the second thing you do for a client, introduced at the moment the first one has visibly worked
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Referrals
asked for deliberately, at the right point in the relationship, not hoped for
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Evidence
the case study, the attributed testimonial, the numbers with their basis, gathered while the client is pleased and permission is easy
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Outbound into your base
where a client base is large, the same email-then-call discipline applied to existing customers about the services they do not yet buy
The loop back to Attract
Everything gathered on this rung is what the Attract rung needs: proof a buyer can check. A named client, a stated result, a quote with a person's name on it. Our own case studies exist because clients agreed to let us publish what happened, and they are the most persuasive pages on this site.
What it looks like as consultancy
A review of what existing customers buy and do not buy, where the additional-service conversation should sit in the account cadence, and a plan for gathering evidence as a routine rather than a scramble.
- Attract
- Engage
- Convert
- Retain
- Grow
- B2B telemarketing
- B2B appointment setting
- B2B email marketing
- Outsourced SDR and business development
Book a call
Tell us what a good opportunity looks like for you
One conversation. We will tell you honestly whether outbound is the right next step, and what it would take.