Continuing my series on how to increase your revenue predictably in 2020 2026 using the outgrow methodology. Here's tip number six. Make sure to pivot. This is the easiest piece. You get in a great conversation with someone that you can help a customer, right? And you're talking about all kinds of things you can do for them. They're excited. You're excited. And then the conversation falls flat. It goes nowhere. There's no follow-up and nothing happens afterwards. What happened? What happened most likely is you forgot to pivot. You forgot to ask for the next step. Be it the next conversation that continues what happens in the process or for actually even just putting on the order on the truck. So they say, "Yeah, you know what? We buy these products, too. Great. Can I add it to your next truckload that I'm sending you next week?" Or, "Hey, that sounds really interesting. I'd love to learn about that." Great. When can we schedule our next call to dive deeper into that piece? or when should I schedule a call with you and your business partner to discuss it. If you don't ask for the next step, you can both get super excited about a way you can help your customer and then it can go nowhere. Um, just because even though you're both excited, you get busy, there's no follow-through, and things don't happen. So, it's really important while in the conversation to make sure to reference the next thing that has to happen for you to actually to help your customer um or help the person you're talking to. So, always remember to pivot. Ask for the next step. Whether it's actually taking the order and asking for the order or it's asking for the next conversation, always remember to pivot. Otherwise, you can get really excited and have some really great ideas and ways to help someone and it can go nowhere. [music]