In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business. Welcome to the "Grow a Small Business" podcast with your host, Michael Denehey. In this episode, Michael interviews Sheena Burse from Sapphire Digital based in Sydney, Australia. In this Qff episode of "Grow a Small Business," we delve into effective prospecting and relationship-building strategies with Sheena Burse, Director of Sapphire Digital. With her extensive experience in assisting tech founders to scale and implement successful go-to-market strategies, Sheena shares invaluable insights for small business owners. Discover the importance of relationship-centric approaches, problem-solving focus, and platform targeting to maximise outreach success. Key Takeaways for Small Business Owners: Importance of Relationships: Sheena emphasises that relationships matter in business interactions. Every connection, even if it doesn't immediately lead to a desired outcome, is valuable. Maintain relationships as they often have long-term benefits.   Focus on Problem Solving: Instead of just highlighting product features, focus on solving problems for your customers. Identify the three key problems your business solves and centre your messaging around these solutions.   Meaningful Outreach: When reaching out to potential clients, avoid immediate sales pitches. Instead, offer value first. Provide something useful or insightful without expecting anything in return. This approach cultivates trust and fosters better relationships. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?   Value of In-person Networking: While online connections are valuable, meeting in person holds greater value. If possible, attend networking events or engage in face-to-face interactions to solidify relationships.   Understanding Target Audience Platforms: Know where your target audience spends time online. Don't spread yourself too thin across all social media platforms; focus on the ones most relevant to your audience. For instance, for a residential service like an electrician, platforms like Facebook or Instagram might be more effective than LinkedIn.   Decision-Making in Sales: Identify the actual decision-makers within your target organisations. Sometimes, the end user is not the decision-maker. Understanding this hierarchy helps tailor your sales approach effectively. One action small business owners can take:   One actionable step for small business owners is to shift focus from product features to identifying and solving core problems for their customers. By understanding and addressing these key issues, businesses can tailor their messaging and solutions more effectively, resonating better with their target audience's needs. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximise your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey. ?     Quotable quotes from our special Grow A Small Business podcast guest: Continuous adaptation is key in an ever-evolving business landscape  –  Sheena Burse   Relationships matter - they're the cornerstone of a successful business –  Sheena Burse   Understanding your audience platforms ensures targeted engagement – Sheena Burse