In June 2024, 338.8 thousand new small businesses were created in Brazil,according to an analysis carried out by Sebrae, based on data from the Federal Revenue Service.These companies represent 96.2% of the total 352,100 registered in the month, showing a 4% increase compared to the same period in 2023. In the first semester, the country reached the milestone of 2.1 million new small businesses, reinforcing the importance of tactics such as networking and prospecting for the growth of these enterprises.
For Juliano Dias, CEO of Meetz, a startup specializing in prospecting solutions and sales engagement for B2B businesses, the growth of small businesses in Brazil does not happen by chance. Brazil is a country with great adaptability in terms of entrepreneurship, and the Brazilian receptiveness to micro-entrepreneurs is very favorable for the sector. The executive also emphasizes that, "at the beginning of a startup, referrals and networking are essential to acquire the first clients, and it is from these connections that the first deals happen."
According to data from Meetz, networking-originated businesses have a conversion rate of 30.23%, highlighting the importance of building strong relationships for business growth. "These numbers show how human connections are not just a social activity, but a critical component for sustainable business growth," highlights Juliano Dias. This virtuous cycle of referrals, although effective, may have limitations as the company grows.
The challenge of scalability
Despite the initial success driven by networking, Juliano warns that this strategy may reach a saturation point if not complemented by structured prospecting processes. "It is common for startups to reach a ceiling where networking alone can no longer sustain the growth rate. The lack of predictability can suffocate the business," observes the CEO.
Juliano emphasizes the importance of adopting practices that ensure recurring revenue and predictability of new opportunities. By developing a more structured prospecting process, we can predict how many meetings will be held and how many deals will be closed. Unlike networking, prospecting creates stability that allows for more consistent business growth.
The importance of long-term planning and partnerships
In addition to strengthening networking, in-person meetings are valuable opportunities to create lasting partnerships. "The conversion time is usually shorter when a client comes through referral or networking. Trust in the relationship facilitates closing new deals," says Juliano. Studies of theHarvard Business ReviewThey corroborate this view by pointing out that preparation and investment in networking can increase the likelihood of connecting with investors, recruiting talent, and identifying opportunities.
The growth scenario of small businesses in 2024 reflects the importance of planning and adopting efficient prospecting strategies. "We are seeing a heated market, and it is essential for small business owners to know how to use networking and prospecting tools to stand out," concludes Juliano Dias. Companies that manage to structure their operations with predictability and consistency are the ones that become major players in the market.
