1. Driving Business
Through the
Lens of Relationships
The Lens of Relationships
The Advantage:
Differentiation
Generate Stronger ROI
More Opportunity
2. Relationship Capital
The Individual & Corporate Value of Who You Know:
– Clients/Customers
– Suppliers/Service Providers
– Associations
– Employees
– All Relationships
Few Businesses assess or leverage
The Relationship Wheel
You
4. Relationships Selling
CollaborateCollaborateCollaborateCollaborate ConvinceConvinceConvinceConvince
Warm Introductions
& Relationships
Networking
Differentiated Crowded Field
Who What
Solutions Needed Solutions Sold
Passion Capability
Relationships are about generosity,
trust and respecting another’s reality.
Shift your Thinking
MarketingMarketingMarketingMarketing
++++
SalesSalesSalesSales
MarketingMarketingMarketingMarketing
++++
RelationshipsRelationshipsRelationshipsRelationships
5. Relationships Create
More Opportunity
• Relationships beget trust
• Trust begets introductions
• Introductions beget opportunity
The Trust Formula
Trust =Trust =Trust =Trust = F
ExperienceExperienceExperienceExperience ++++
Quality CommunicationQuality CommunicationQuality CommunicationQuality Communication
+ Time+ Time+ Time+ Time
Perceived RiskPerceived RiskPerceived RiskPerceived Risk
6. Referrals
Referrals are proactive, not reactive
– Begin with WHO
• Focus on the 20% that equal 80%
– Have a WHY
• Solutions that respect relationships
between you & your client and
between your client & your target
– Make the HOW easy
• Here’s Who
• Here’s the Why
• May I use your name?
Old School: Funnel
Focus on Transactions
SuspectSuspectSuspectSuspect
ProspectProspectProspectProspect
QualifiedQualifiedQualifiedQualified
ProposalProposalProposalProposal
CloseCloseCloseClose
7. New School: Relationship Megaphone
Focus on Relationships
Existing RelationshipsExisting RelationshipsExisting RelationshipsExisting Relationships
Stronger RelationshipsStronger RelationshipsStronger RelationshipsStronger Relationships
Aspirational RelationshipsAspirational RelationshipsAspirational RelationshipsAspirational Relationships
Business OpportunitiesBusiness OpportunitiesBusiness OpportunitiesBusiness Opportunities
Effective RelationshipEffective RelationshipEffective RelationshipEffective Relationship
ManagementManagementManagementManagement
Use the Relationship Megaphone
• Leverage relationships to know what
works.
• Strengthen relationships with
generosity & transparency.
• Ask for help to connect with desired
relationships.
• Systemize your relationship
management.
• Develop specific relationship plans.