BRX Pro Tip: Offense Gets Headlines: Defense Wins Championships
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, talk a little bit about the relationship between offense and defense in business.
Lee Kantor: [00:00:10] Yeah. Well, in sports, offense typically gets the headlines but it’s the defense that wins the championships. And I think that in business, it works in a similar manner. In business, your offense is typically your sales and marketing, and your defense is your operations. If you’re great at selling someone something but terrible at keeping them, then you’re not going to make it. Your business is going to fail. And winning a sale is exciting and fun, and everybody gets really energized from that happening, and it’s critical in order for your business to survive, but if you can’t deliver value, and you can’t keep your client happy, you’re not going to be able to succeed for any length of time because, ultimately, what you want to have happen is every time you have a client, you would like them to refer another client to you or at least somebody who could be a client. And if you don’t have an engine that kind of builds a future clients from your existing clients, it’s going to be really difficult for you to grow your business over time.
Lee Kantor: [00:01:10] So, you know, a lot of times we’re investing all of our time and resources on the sales and marketing side of our business, but you really got to invest resources on the operational side of your business, the things you’re doing for customer success to keep them happy, the things you’re doing to keep your team energized and motivated, the things you’re doing to help you really build a foundation, so that as you do grow, you’re able to absorb these clients, keep them happy, keep them getting the outcomes they desire, and keeping your business thriving, and successful and growing.
