Machine Shop Growth Episode #9 : Growing Your Top Line—How to get more customers
Jun 3, 2025
Hank Westerkamp, Chief Sales Officer, shares his insights on boosting machine shop visibility and unique positioning in a competitive market. Alongside him, Steve Mazza, Chief Revenue Officer, unveils strategies for prioritizing sales growth and robust customer follow-up. They delve into the misconceptions about new customers, the power of systematic follow-ups, and how effective quoting can impact revenue. Both guests emphasize relationship-building as the cornerstone of sustainable business growth, making a compelling case for smart engagement and strategic marketing.
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Episode notes
Schedule Time for Growth
- Growth requires intentional scheduling of marketing and sales activities.
- Block out dedicated time for outreach like phone calls to prioritize growth efforts.
Owner Dependency Blocks Growth
- Shop owners often cannot seek new customers because the shop depends too much on their daily presence.
- Proper systems and trained staff are essential to free owners for growth activities.
Shift Mindset to Delegate
- Ego and misconceptions prevent owners from delegating sales and operational tasks.
- Owners should focus on their strengths and hire others for roles like sales if needed.
