Thoughts on how to initiate and maintain good relationships with clients when all you have to sell is you.

1. Relationship Selling Brent C.J. Britton

4. Why me?

6. Why you?

7. Why You?

8. Fundamentals

10. (Where do we come from? What are we? Where are we going?) D'où venons nous? Que sommes-nous? Où allons-nous? Paul Gauguin, 1897

11. Fundamentals

12. Fundamentals Solve the right problem

14. Fundamentals What is the goal of relationship selling?

17. Fundamentals It costs 539.7% more to land a new client than it does to keep an existing one.

20. WHAT IS YOUR GOAL IN LIFE? Grow Company Get a Great Job Boyfriend / Girlfriend Be Healthy Retire Early Make Money Find Soul Mate Run Faster Spend Time w/ Family Buy A Home Get Married Run A Marathon why? why? why? why? why? why? why? why? HAPPINESS why? why? why? why?

21. You are no one’s goal.

23. Pointers

24. Pointers Every client is your only client.

28. Pointers Every relationship is long-term.

30. Pointers Listen more than you speak.

31. First. Class. Kicks. Ass.

32. Pointers Be someone they want to be.

33. Pointers You’re always selling. (Also, you’re almost never selling.)

34. Dorsolateral prefrontal cortex Samuel M. McClure, Jian Li, Damon Tomlin, Kim S. Cypert, Latané M. Montague, and P. Read Montague: "Neural Correlates of Behavioral Preference for Culturally Familiar Drinks" Published in Neuron, Volume 44, Number 2, October 14, 2004, pages 379–387

35. Cows with names make more milk. Bertenshaw, Catherine; Rowlinson, Peter. “Exploring Stock Managers' Perceptions of the Human-Animal Relationship on Dairy Farms and an Association with Milk Production.” Anthrozöos: A Multidisciplinary Journal of The Interactions of People & Animals, Volume 22, Number 1, March 2009 , pp. 59-69(11). Pointers

36. Pointers Failure beats regret any day.

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