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TWO sales relationship moves and ONE of my gems that you should not share.
It’s a two way relationship. Don’t just look to get and take. You’re here to give, give and give before you sell. What comes around, goes around. Some of our best work and clients have come from non-committal relationships built over years. A few years back, I helped an early founder get their first hire. In January, they were the first to use our services, we didn’t need to sell anything. 🫱🏽🫲🏼
Make expectations and outcomes quite clear. I’ve recently been misled by lead generation magnets or SDRs promising all sorts; when actually, it’s been a waste of every ones time but an extra meeting on someones sales targets. If it’s a cold reach, tell your prospect what to expect. If you’ve booked a call (woo!), tell and ask them what you’d like to get out of the call. If you’re about to sign (Happy days!), ensure everyone is aligned on the purpose of the deal.
And my gem: 💎
“Is there anyone else you think I should speak to? Would love an intro if so.” This is the real definition of network. If you get introduced to 1 connection out of someone’s 3000, who then introduces you to someone with 3000 other connections; you’re now potentially exposed to 6000 people by asking a simple question. Also, you know what’s better than a cold lead? A warm one. 🔥
These aren’t the only tactics, but they sure are some of my favourites.
Now, if you read this, keep it to yourself