Having a true sales system allows you to identify what products and services are easiest to sell, and also helps you identify which ones offer your company the highest value for time spent taking care of the client.

Have you ever determined the origin of where your best clients came from? Were they referrals? Did you meet them at specific networking events? Do they all live in the same part of town (or come from the same state or region?) What is the lifetime value of one type of client versus another type of client?

All too often, small businesses focus exclusively on "making the sale" and fail to understand how the sale actually got made. Take the time to review the sources of your clients and then create an easy-flowing process that makes the sale, saves time, and gives you the best chance to scale a system that can pay off as you grow.