Three questions to ask yourself to finish the year with growing sales:

 What percentage of my products and services do my customers actively, consciously know about? What percentage do I want to increase this to? Right now, today, even your best customers are going to your competition to buy things you can sell them. They would like to buy it from you, and you would like to sell it to them, but none of this is possible because they simply do not know about it. And it you don’t believe me, think about how often you hear the following phrase from your customers: “I didn’t know you did that!”

 What percentage of my best customers’ total business do I currently have? If you don’t know, ask. It’s amazing, happy customers will tell you things! What can you do to increase that percentage? If you don’t know, ask!

 Who, specifically, do my best customers know — internally or externally — who can buy from me?List five of your top customers, and for each, list three people they work with or know, who you would like to sell to. Next, ask for introductions. People love giving referrals, if only we ask. The discomfort with referrals is ours, not our customers’.

 Growing revenue dramatically is not difficult. It comes down to significantly increasing our proactive communications. That’s it. Ask yourself the questions above, and ask your customers some questions about what else they’d like to buy from you, and who else they know who you could also help.