#81: You Don't Need a Sales Team, You Need a Referral Network – Reuben Swartz
If the thought of follow-ups fills you with dread, stick around because today's guest is going to shift your entire perspective.
I’m joined by Reuben Swartz, founder of an anti-CRM system called Mimiran, host of the Sales for Nerds podcast, and an introvert who’s cracked the code and was able to flip the “icky sales cycle” into an enjoyable, productive one.
Reuben shares how he turned his own sales struggles as a solo consultant into a tool that now helps thousands of freelancers build better relationships—with less stress and more ease.
We talk about why traditional sales and CRM systems don't work for freelancers, what makes follow-ups feel awkward, and how to flip that feeling by acting more like a doctor and less like a desperate salesperson.
Reuben also unpacks how to build and nurture a referral network, the importance of clearly defining your ideal client and ideal partner, and how your positioning affects everything—from your proposals to your pipeline.
Reuben's take is so refreshing because he's open, at times even vulnerable, and ready to share what didn't work, but helped him get better as a business owner and colleague.
What I loved the most is when Reuben said he’s a fan of people doing business that's true to themselves. That’s it, that’s the whole point of running a business.
So if you like the sound of all of this, which I’m sure you do, stick around and enjoy my episode with Reuben!
Takeaways:
- Freelancers often struggle with follow-ups due to discomfort with sales.
- Follow-ups can be enjoyable when approached as a check-in.
- Creating a system for follow-ups can streamline the process.
- Introverts can excel in networking by focusing on listening.
- Sales should feel easy, not forced or uncomfortable.
- Conversations are essential in a relationship-driven business.
- Nurturing existing relationships can lead to more referrals.
Here's where you can connect with Reuben:
- Mimiran (the anti-CRM system)
- Sales for Nerds (podcast)
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- Let's connect on LinkedIn:
https://www.linkedin.com/in/anjalordanic/
- You can donate and support this podcast here:
https://www.buymeacoffee.com/freelancebusinessunlocked
Thank you and see you next week!
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