In June 2024, 338 were created in Brazil,8 thousand new small businesses, according to an analysis made by Sebrae, based on data from the Federal RevenueThese companies represent 96,2% of the total of 352,1 thousand registered in the month, showing an increase of 4% compared to the same period in 2023. In the first semester, the country reached the mark of 2,1 million new small businesses, reinforcing the relevance of tactics such as networking and prospecting for the growth of these businesses
For Juliano Dias, CEO of Meetz, startup specialized in prospecting and sales engagement solutions for B2B businesses, the growth of small businesses in Brazil does not happen by chance. Brazil is a country with a lot of adaptability in terms of entrepreneurship, and the Brazilian receptiveness towards micro-entrepreneurs is very favorable for the sector.The executive also highlights, what, at the beginning of a startup, referrals and networking are essential to win the first clients, and it is from these connections that the first businesses happen.”
According to data from Meetz, businesses originated from networking 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, it may present 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 the networking, by itself, no longer sustains the growth rate. The lack of predictability can stifle the business, observe 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. Different from networking, prospecting generates a stability that allows for more consistent company growth.”
The importance of planning and long-term partnerships
In addition to strengthening networking, in-person meetings are valuable opportunities to create lasting partnerships. The conversion time is generally shorter when a client comes through referral or networking. "Trust in the relationship facilitates closing new deals", affirms Juliano. Studies of theHarvard Business Reviewthey corroborate this view, pointing out that preparation and investment in networking can increase the likelihood of connecting with investors, recruit talents and identify opportunities.
The growth scenario for small businesses in 2024 reflects the importance of planning and the adoption of efficient prospecting strategies. We are seeing a heated market, and it is essential that small business owners know how to use networking and prospecting tools to stand out, finalizes Juliano Dias. Companies that manage to structure their operations with predictability and consistency are those that become major players in the market.”
