Do you pour hours and hours into your business, only to feel like you’re spinning your wheels? You love your customers, and they rave about you, but you’re not sure how to take your business to the next level.
Many entrepreneurs get stuck and wonder: How do I grow my business from surviving to thriving?
Here’s the good news: you don’t have to wing it. I’m here to help with 7 actionable strategies from our Predictable Profits® Operating System (PPOS).
This proven system shows you exactly where to focus your time and energy to create, cultivate, and capture demand, simplify your sales process, and scale your operations for predictable growth.
How to Grow Your Small Business: Create a Growth Plan with a Clear Target
Understanding the Challenges of Small Business Growth
Small business owners face unique challenges in scaling their operations
Scaling a small business is no small feat.
Small business owners often find themselves juggling multiple roles and responsibilities, making it difficult to maintain the same level of control and efficiency as the business grows.
Unlike larger corporations, small businesses typically have limited resources, which can make scaling even more challenging. However, with the right strategies and mindset, small business owners can navigate these challenges and achieve sustainable growth.
Few thriving businesses achieve success without a clear plan
It’s no secret that few thriving businesses reach their level of success without a clear and well-structured plan.
A growth plan serves as a roadmap, guiding business owners through the complexities of scaling their operations.
Without a plan, it’s easy to get lost in the day-to-day tasks and lose sight of long-term goals.
A clear plan helps small business owners stay focused, make informed decisions, and allocate resources effectively.
A well-structured growth plan is essential for overcoming these obstacles
One of the biggest challenges small business owners face is managing growth while maintaining profitability.
It’s tempting to focus solely on increasing revenue, but neglecting other important metrics like profitability and customer satisfaction can be detrimental.
A well-structured growth plan helps balance these competing demands, ensuring that the business grows in a sustainable and profitable way.
Building a strong team is another critical challenge. As the business expands, finding and retaining talented employees who share the business’s vision and values becomes increasingly important. A growth plan can help identify the skills and expertise needed to build a robust team that drives growth.
Finally, adapting to changing market conditions is crucial.
The business landscape is constantly evolving, and staying ahead of the competition requires agility and innovation. A well-structured growth plan keeps small business owners focused on their core strengths while identifying opportunities for growth and innovation.
Setup: Create Demand
Every business I love has a clear vision.
If you’ve been grinding it out, working long hours, and relying on word-of-mouth for growth, you’re leaving predictable growth on the table.
The first step to growing your small business? Create a clear target.
Instead of “I want to grow sales,” set a specific goal: “increase top-line revenue by 20% over the next 2 quarters.” This helps your entire team focus on the same priority and deadline.
Second, get to know your market.
Know your ideal customer inside and out.
What problems do they struggle with? What motivates them? What’s holding them back from buying?
By messaging your marketing to their pain, you create demand—a foundation of our Predictable Profits® Operating System.
When you understand what keeps your ideal customer up at night, you can create solutions that solve their problems and give them exactly what they want.
A fitness client of targeted busy executives. After asking the right questions, we discovered their #1 struggle isn’t getting in shape; it’s finding time to work out. They’re on the go 12 hours a day and can’t find the time to make it to the gym. We helped them refine their message to appeal to their great desires and it improved leads and sales.
To sustain growth, set Key Performance Indicators (KPIs) like lead-to-sale ratios or average order value.
Track these numbers weekly.
This data-driven approach replaces guessing with proven results.
A digital marketing agency we helped set a KPI (measurable consumption-based KPI) and saw leads explode to 1,953 in just 30 days.
That’s what I call smart goal-setting.
Why a Growth Plan is Important for Small Business Owners
A growth plan is important for small business owners because it helps entrepreneurs achieve their goals and scale their operations. Utilizing a small business form can provide the necessary structure to achieve these goals.
A solid growth plan helps small business owners recognize opportunities, minimize risks, and make informed decisions that foster success. A growth plan for small business provides a roadmap with specific objectives, strategies, and tactics to ensure sustainable growth.
A growth plan for small business is effective when it focuses on specific goals, is grounded in market research, and takes into account your company’s strengths and weaknesses. A smart growth plan also concentrates on core competencies and adapts to market shifts. Prioritizing a growth plan is essential for any small business that’s struggling to keep up with the competition. It’s especially important in a crowded market.
How to Grow a Small Business
Growing a small business can be overwhelming, especially if you’re new to entrepreneurship.
Many small business owners face challenges like limited resources, intense competition, and the need to constantly adjust to market fluctuations. Despite these hurdles, many small businesses not only survive but thrive.
Their owners are dedicated and passionate about their businesses. Many small business owners find themselves in a small business form struggling to keep up with growth demands and market changes.
One of the biggest challenges small business owners face is managing growth. As your business grows, it’s easy to get stretched thin and struggle to maintain the personal, high level of service your customers love. That’s where a smart growth strategy comes in. A good growth strategy for small business helps you navigate the challenges of scaling and ensures long-term success.
Another huge challenge is finding the right people to help you grow. As your business takes off, it’s not always easy to find employees who share your passion and vision. That’s where a strong company culture comes in. A great culture helps you attract and keep top talent that will propel your business forward.
Finally, small business owners must cope with technology and innovation.
Staying current and adapting to change can be overwhelming, but it’s also key to growth. Many small businesses struggle because they’re stuck in neutral, refusing to adapt to change. By keeping up with industry trends and investing in the right technology, your small business can remain competitive and thrive.
How to Do Market Research for Your Small Business
Market research and analysis are important aspects of a small business growth plan. Small business owners wanting to succeed must leverage these insights to stay competitive. Conducting market research provides valuable insights into your target market, industry trends, and competition.
Market research analysis for small business helps you create effective marketing strategies, identify new business opportunities, and optimize your product or service.
Market research collects and analyzes data about your potential customers: their needs, wants, and behaviors. You can use various research methods to gather data: surveys, focus groups, website analytics, and more. Analyzing your customer data helps you spot trends and patterns that can guide your growth strategy and ensure success.
This is especially important for a small business that’s struggling to survive.
How to Set Goals and Objectives for Your Small Business
Setting goals and objectives is critical for any small business that wants to grow and thrive. Without a clear direction, it’s hard to make decisions and allocate resources effectively. In this section, we’ll explain why setting goals and objectives is important, plus provide tips and strategies to help you set smart goals.
How to Define Your Vision and Mission Statements
Your vision and mission statements make up the foundation of your business. These elements are crucial for helping small businesses succeed by providing clear direction and purpose. They provide a clear direction and purpose.
Your vision statement shares your long-term goals, while your mission statement explains how you plan to achieve them.
How to Set SMART Goals for Your Business
After you’ve defined your vision and mission statements, it’s time to set SMART objectives. These business objectives provide a clear roadmap and help you stay focused on what’s important.
For example, a SMART business goal might be: “Increase sales by 20% within the next 12 months by adding a new product line and enhancing our marketing efforts.”
How to Prioritize Your Business Goals
It’s also important to prioritize your business goals and attack the most critical ones first.
This helps you allocate resources effectively and make progress toward your vision and mission.
For instance, if your goal is to increase sales by 20% within the next year, your priority objectives might look like this:
• Add a 10% new product line within the next 6 months
• Enhance marketing efforts by 20% within the next 9 months
• Improve customer satisfaction by 15% within the next year
By prioritizing your business goals and attacking the most critical ones first, you can ensure you’re on the right track to achieving your vision and mission.
How to Create a Website for Your Small Business
Setup: Create Demand
In today’s digital age, not having a strong online presence is equivalent to hanging up a “gone fishing” sign.
It’s time to focus on your website.
Think of it as your 24/7 storefront.
Is it messy and cluttered? Does it load slowly? Do you confuse visitors with jargon or too much copy? You’re scaring off potential customers. Simplify your design, trim the copy, and make sure you have a clear call to action. Research shows users form an opinion about your website in 50 milliseconds.
That’s how long you have to win them over… or lose them.
Next, boost visibility with search engine optimization (SEO).
By optimizing your website content with relevant keywords and user intent, you can own the top spot in Google search results for your services. Instead of hoping local restaurants attract customers who work on precision metal components, you could rank for keywords like “precision metal components” and attract hungry leads.
At the same time, capture demand with opt-in forms and gated content. Create a valuable resource like a concise eBook on industry best practices and ask for their email address in exchange. This turns unknown visitors into qualified leads.
A good sales strategy is what separates a great business from a lucky one.
Social media is important, too. The trick is to focus on the platforms your audience uses most.
If you offer B2B services, LinkedIn likely crushes Instagram.
On the other hand, if you’re in fashion or food, an Instagram presence is almost necessary.
Whatever social platform(s) you choose, share consistent, valuable content that answers their questions and solves their problems. This helps you capture demand and establish thought leadership.
How to Create a Sales Strategy for Your Small Business
Setup: Nurture Demand | Sales: Lead Refinement & Closing for Buyers
A good sales strategy is what separates a thriving business from a lucky one. Learning from the experiences of others who have navigated similar challenges is such a gift for small business owners.
I know, I know: you hired your friends or folks you met at the local coffee shop. But the truth is, as your business owner, you can’t do it all alone. You’ve worked hard to create and capture demand. Now it’s time to nurture those leads into buyers.
This involves a systematic follow-up process via email or phone, personalized messaging, and educating potential customers why your solution is right for them.
In practical terms, set up automated email nurturing sequences that guide leads through their buying journey.
For example, if someone downloads a whitepaper, send a follow-up email with a case study featuring a similar business you’ve helped.
If they’re still engaged, send a follow-up email with a video testimonial from your happy client.
This nurturing process helps them progress through their buying journey and closer to a purchase.
Meanwhile, refine your leads with a scoring system that evaluates their behavior, budget, authority, need, and timeline (BANT). This helps you focus your precious time on qualified leads instead of wasting it on poor prospects. This is especially important for small business owners who want to optimize their sales process and increase conversions.
A mobile app agency we worked with implemented lead scoring and focused their sales on their hottest leads, resulting in a dramatic increase in conversions. That’s what I call smart sales follow-up.
Finally, closing is where training and a proven sales process come in.
Do you have a sales team or handle sales yourself? Either way, make sure everyone follows the same step-by-step process, from discovery calls to proposal presentations.
Reinforce this with regular pipeline reviews.
Ask, “Where is this at? What’s the next step?” This transparent approach helps you identify potential roadblocks and ensures deals keep moving forward.
Building a Sales Funnel
Develop a sales process that converts leads into customers
A well-designed sales funnel is the backbone of any successful small business growth strategy.
It represents the journey potential customers take from initial awareness to making a purchase. Building an effective sales funnel requires a deep understanding of your target audience and a clear marketing message that resonates with them.
The first step in building a sales funnel is to identify your target audience.
Conduct market research, customer surveys, and social media listening to understand their needs, pain points, and behaviors. This information is invaluable in crafting a marketing message that speaks directly to them. Your marketing message should be clear, concise, and compelling, highlighting your business’s unique value proposition.
Next, develop a lead generation strategy to attract potential customers. Utilize a mix of content marketing, social media marketing, and paid advertising to reach your audience. Create valuable content that addresses their pain points and positions your business as the solution.
Once you have generated leads, it’s time to convert them into customers.
Implement a sales process that includes email marketing, phone sales, and in-person interactions. Personalize your approach to build trust and demonstrate how your product or service meets their needs.
Finally, measure and optimize your sales funnel.
Track metrics such as conversion rates, customer acquisition costs, and customer lifetime value. Use this data to identify areas for improvement and make data-driven decisions to enhance your sales process. By continuously refining your sales funnel, you can increase conversions and drive sustainable growth for your small business.
By following these steps, small business owners can create a robust sales funnel that not only attracts potential customers but also converts them into loyal clients, driving long-term success and growth.
How to Increase Customer Retention and Loyalty
Customer retention and loyalty are critical to small business growth.
A loyal customer base provides repeat business, refers friends, and helps spread the word about your business. Happy customers are your business’s biggest asset, and small business owners should prioritize customer retention and loyalty. Effective customer retention involves understanding your customers, delivering exceptional service, and offering personalized experiences that exceed their expectations.
Small business owners can increase customer loyalty and retention through tactics like loyalty programs, feedback mechanisms, and personalized marketing. Prioritizing customer retention and loyalty helps small business owners reduce churn, increase revenue, and build a loyal customer base that propels long-term growth and success.
How to Network and Make Partnerships for Your Small Business
Sales: Recurring Revenue Streams
Focus on niche-specific events where your ideal customer—and potential partners—gather. This might be a panel you sit on, a workshop you host, or simply a consistent attendance at the right events.
Strategic partnerships can open doors you could never swing open on your own.
Many business owners want to grow their companies, but only a few successfully partner their way to success.
For example, if you offer web development services, partner with a digital marketing agency to refer business to each other.
Or, if you offer healthy meal subscriptions, partner with local gyms for promotions. This helps you gain exposure to their members and vice versa. Such partnerships not only attract new leads but also boost credibility.
Scaling from $1M to $20M+ is not for the faint of heart, but it’s how you become a successful small business.
Recurring revenue is often generated from joint ventures and partnerships.
For example, if you offer digital advertising services, partner with a marketing automation platform to offer a bundled solution to their clients at a discounted rate. This helps you increase your monthly recurring revenue. Partnerships aren’t just for leads; they’re for consistent, passive income.
How to Systemize Your Small Business
Scale: Team & Process
I know I’ve said it before: you can’t do it alone.
As revenue grows, so do bottlenecks.
Maybe you’re swamped with leads and can’t follow up with them all. Perhaps operations are consuming your time, leaving you little room for actual business growth.
Systems are essential, but people are just as important.
You can only automate so much with technology (scheduling software, inventory management, marketing automation, etc.). Once you’ve leveraged tech to free up time and your team’s attention, it’s time to focus on people.
When you hire for culture add, you’re looking for people who not only love your mission but also bring different perspectives and skills to the table.
This ensures you’re not surrounded by clones who will pat each other on the back and agree on everything (aka groupthink).
For example, if your core team of hunters is crushing it sales-wise but you’re not extracting data insights from your pipeline to improve your process, hire a data analyst to help you refine your sales funnel.
And then there’s process optimization.
High-growth companies don’t run on random acts of business execution. They’ve standardized processes with SOPs (standard operating procedures) and measure how team members comply. If it’s a simple, repeatable task (like scheduling client calls), document it so everyone follows the same script.
Train your team on the process and measure how they do. Refine it from there.
Complex ideas can be broken down into actionable steps that help everyone from front-line staff to your leadership team.
McKinsey reports businesses that document and optimize key processes can increase productivity by up to 30%. Simplifying very complex ideas into actionable steps can significantly aid in this process. This helps you scale with less drama and fewer headaches.
How to Manage Risk for Your Small Business
Managing risk and uncertainty is essential to small business survival. Entrepreneurs face numerous risks: market volatility, regulatory changes, unexpected disasters, and more. By developing a solid risk management strategy, small business owners can minimize losses and ensure business continuity.
Risk management is prioritizing the future of your business by identifying potential risks, assessing their likelihood and impact, and developing strategies to mitigate or manage them. Small business owners can diversify, hedge, and create contingency plans to navigate uncertainty.
By prioritizing risk management, you lower the risk of failure and protect your assets.
How to Measure Small Business Success and Plan for the Future
Scale: Data-Driven Decision Making
Start by choosing relevant Key Performance Indicators (KPIs) for each stage of your funnel.
Top of funnel: website sessions or email list opt-ins
Mid-funnel: email open rates or webinar attendance
Bottom of funnel: closed deals and average deal size
Then, get in the numbers.
Are certain campaigns or channels performing better? If you offer B2B services, LinkedIn might be your top source for leads, while Instagram is a complete waste of time.
If high-quality leads and higher lifetime value are coming from LinkedIn, consider doubling down on that channel and reducing budget for Instagram. Data intelligence isn’t about collecting pretty reports; it’s about making informed decisions.
Schedule regular check-ins—weekly or monthly, depending on your business cycle—to review your progress.
Be prepared to pivot.
If lead-to-prospect conversions are dwindling, something’s amiss. Maybe the pitch deck needs updating, or a key competitor is offering a more attractive solution.
Being data-driven keeps you from getting complacent.
How to Focus on Your Core Product or Service Offerings
Staying focused on core product or service offerings is critical to small business success. By identifying and showcasing your sweet spot, you can differentiate yourself, build a strong brand, and drive business growth.
Your core product or service offerings are the skills, abilities, and resources that allow you to deliver exceptional value to your customers. By focusing on what you do best, you can optimize your operations, increase efficiency, and foster innovation. Staying focused on your core strengths and competencies helps you build a successful business that fuels long-term growth and profitability.
How to Avoid Common Small Business Pitfalls
Scale: Mitigate Risks
Scaling from $1M to $20M+ isn’t easy.
You’ll face challenges along the way, from operational hiccups to competitive threats.
However, successful businesses often share a few commonalities. First, build a strong brand that resonates with your customers and your team.
Consistency in messaging—from your email signature to a billboard ad—is key to familiarity and trust.
Second, prioritize your customers.
Selling to them isn’t enough. You need a post-purchase experience that delights them. This is where feedback comes in. Ask for it, and respond promptly. Then, offer relevant upsells or accessories that truly help them.
Happy customers are more likely to return, and repeat business is the lifeblood of any successful company. Returning customers spend more, and they’re more likely to refer friends and colleagues. This is a hallmark of businesses that excel at customer satisfaction and retention.
Third, manage your cash flow.
Growth can be cash flow-killer if you’re not mindful. Monitor your inflows and outflows with strict discipline. Build a cushion to absorb unexpected expenses or delayed payments. Some companies even forecast monthly or weekly to stay on top of cash flow.
Finally, balance data with intuition.
Data shows you how the market responds to your tactics.
Intuition, fueled by experience, is what helps you make big bets and jump ahead of the competition. Many of the riskiest moves leaders make are when they trust their instincts, backed by analytics, to pivot the business or make strategic leaps—launching a new product in a new country, for example.
How to Put it All Together
These 7 strategies combine to form a cohesive plan to help small businesses achieve more than just incremental growth.
Each one maps to the 3 core components of the Predictable Profits Operating System—Setup, Sales, Scale—and their corresponding subcomponents (Create, Capture, Nurture, Refine, Master, Repeat, Team, Process, Data).
You’ll be done with winging it and relying on “the next referral” to save you.
• Set Your Small Business Up for Growth: Establish clear goals with SMART objectives and visible KPIs.
• How to Create a Website for Your Small Business: Stand out on Google, social, and beyond.
• How to Create a Sales Strategy for Your Small Business: Nurture leads, refine your funnel, and invest in closing.
• How to Network and Make Partnerships for Your Small Business: Amplify brand and revenue.
• How to Systemize Your Small Business: Automate and let a strong team help you scale.
• How to Measure and Refine Your Small Business: Use data intelligence to improve and pivot.
• How to Avoid Common Small Business Pitfalls: Focus on brand, customer satisfaction, cash flow, and your instincts.
None of these initiatives alone will magically take you from $1M to $20M+. However, when you implement them systematically within the Predictable Profits® framework, you’ll create a machine that produces consistent, repeatable revenue—and frees you to focus on the big picture.
How to Achieve Certainty in Business Growth
Growth doesn’t have to be a shot in the dark.
With the right processes in place, you’ll have the visibility to make informed decisions and the agility to pounce on new opportunities. This is what I call “insurance policies” for business owners. You never know when you might need them. Commit to these 7 strategies and watch how they transform your business.
Here are 3 questions to help you pinpoint your next steps:
1. What’s the biggest bottleneck in your business right now—leads, lead quality, or sales conversions?
2. Which system, if optimized or automated, would free up the most time and resources for you over the next 90 days?
3. How can strategic partnerships or joint ventures double your market reach and recurring revenue overnight?
You’re gaining momentum. Now it’s time to harness it. Let’s make your profits predictable.