24%
8,074
2.4M+
NEW OPPORTUNITIES
Loyal clients. A reactive team. And a gap nobody was talking about.
American Lazer runs two businesses: copiers and IT. They had been doing both for years. What they did not have was a consistent way to tell their own clients about it.
Copier clients had no idea they offered IT. IT clients had no idea they offered copiers. People who had been with them for years were quietly paying competitors for services American Lazer already provided.
And the team only ever heard from clients when something went wrong. A service issue. A billing question. Nobody was calling just to check in, ask what else they needed, or let them know what else was available. The team had learned, without realizing it, to associate customer contact with problems.
"I have hated my IT company for four years. I did not even know you did IT. I would have switched four years ago."
American Lazer client, at the Launch Workshop
Thirty testimonials. One room. Everything shifted.
Before asking the team to change their behavior, their Outgrow Advisor went out and gathered testimonials from American Lazer’s own clients. Thirty or forty of them. Unsolicited. Unfiltered.
He brought them back and read them out loud in the Launch Workshop.
The room went quiet. Staff who had spent years bracing for complaints heard something completely different. Their clients were loyal. Grateful. Happy to hear from them. The fear of picking up the phone was not based on reality. Outgrow proved it with the clients’ own words.
That is how the mindset shifts. Not through a speech about the importance of proactive outreach. Through evidence that the people on the other end of the phone actually want to hear from you.
"It was a shock, although it should not have been. Our clients like us. Picking up the phone is not something to be scared of."
Chris Copelas, COO
Everyone made calls. Even the people who said they never would.
01
The whole team became Outgrowers
Sales reps, IT techs, copier techs, the dispatcher. All 13 people began making proactive outreach every week. The dispatcher started working in swings while already on the phone confirming service calls.
02
They told clients what they did not know to ask for
Every week, the team introduced copier clients to IT and IT clients to copiers. Simple did-you-know questions. Customers who had been quietly paying competitors suddenly had a better option they did not know existed.
03
The biggest skeptic became a top performer
One service tech said flatly: “I am not a salesman. I am not picking up the phone.” The Outgrow system showed him it was not a sales call, it was a conversation. He started talking to clients while already on-site. His numbers are now among the best on the team.
"It shifted from scary and uncomfortable to authentic. It is our new way of doing things."
Carl Ekborg, CEO
24% revenue growth in seven months. And the pipeline is still compounding.
American Lazer grew revenue 24% in seven months. The deals closing today are conversations that started six months ago. Each new managed service contract or copier agreement becomes reliable monthly recurring revenue that builds on itself, every single month.
Revenue also became predictable. Before Outgrow, Carl had no line of sight into what his team was actually doing with customers. Now he does. Actions are tracked. Leading indicators are visible. He knows what is coming.
“The numbers do not lie. The more swings you make, the more communication you have with clients. You will feel the results today, or next week, or the week after. But you will feel them.”
Chris Copelas, COO
You can read the book. That is not the same as having a system.
Carl is direct about what would have happened without Outgrow. The enthusiasm would have faded. The calls would have stopped. It would have become one of those great ideas that never came to fruition. He has seen it happen. Most companies have.
Training is forgotten in three days. Culture is permanent. The difference is the Outgrow system, the accountability it builds, and a Certified Outgrow Advisor who has done this before and stays with you through it.
"Nate is the secret ingredient. You cannot implement this on your own. I do not think we would even be doing it now without him."
Carl Ekborg, CEO