Sales Tip 1873: Building Relationships in Sales – Reed Clarke

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today we’ve got another Throwback Thursday Clip. This one from an interview with Reed Clarke. He was the guest on Sales Success Stories podcast episode 27. Listen to this.

Reed Clarke: So for the overqualification I do with prospects, I do the exact opposite from relationship building. You have to understand that there’s not a dollar figure on everyone you meet and that you never know what might lead to what. I remember when I had my own agency, one of the smallest deals I ever closed ended up being one of the most valuable I ever closed. I think my monthly recurring revenue was under $100 for this potential client. So literally my smallest client ever. And they referred me to my 10 largest accounts within two years. And that really opened my eyes to Everyone has value in different ways. Whether that’s hey, this is a guy I want to go have a beer with, or this guy might be a great referral source for me, or this person might be a great client someday.

And really looking at everybody as not a dollar sign, because it’s really hard sometimes in sales. You’re always looking at that number, how do I get to my quota? How do I get there? How do I get there? How do I get there? Well, take that away. Take the dollar sign off of everyone’s head and just make solid relationships. You never know who you’re going to meet, who they may know, who they may introduce you to, or maybe you just create a lifelong friend that doesn’t create any business at all.

Scott Ingram: For links to connect with Reed and to this full original interview, just click over to DailySales.Tips/1873. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!