“So you’re asking your connection to leverage their network the same way you’re leveraging your network with them, and it’s okay. Not only is it okay, but your friends and the people in your network feel valuable because now they’re able to serve you. ” – Jack Wilson in today’s Tip 1453
Do you ask?
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Scott Ingram: Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. You may have noticed that we missed yesterday’s tip and I have a crazy ice storm and over 24 hours with no power to thank for that, but the show must go on, especially today which just so happens to be my Birthday AND Jack Wilson’s birthday. Let’s celebrate with Jack Wilson. Here he is with today’s tip:
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. This tip is partially inspired by a tip that Jeff Bajorek actually gave me a couple of years ago when I first met him at the 2019 Sales Success Summit.
At that summit’s after party, Jeff said to me, everyone you see on LinkedIn, all the people in this room were just humans or just people, so just reach out. And that’s how you can create connections with people. Well, that got me thinking about something that I’ve been doing lately with my network. I spent such a long time developing a deep and trusting network, and the people in that network could reach out to me any day and make an ask. And I would literally bend over backwards if I could do that, to do anything that they asked me for.
So if someone reached out to me and said, I’ve got laid off, I’m looking for job openings, or, hey, do you have a connection with someone inside this account that you can make a warm intro? I would do that without pause. Well, why is it that even if we all give so willingly to our network, when it’s time for us to make the ask, we can do it with reticence. We hesitate to make the ask, or we soften the ask, if you will. We usually ask people to give our value prop or make a slight pitch before getting us in the door. But that all needs to change because the work we’ve done serving the people in our network, it does build us human capital. It does build us trust and credibility, and it kind of gives us a friend card in our back pocket. And it’s okay to cash in on that. It’s okay to ask for things when you need them, especially if you’re the person who gives so willingly.
So specifically, how do you do that? Well, if you notice someone at one of your target accounts that’s directly connected to someone in your network, stop giving them the value prop. Stop helping giving them the pitch and frame the conversation. And just tell them this. Ask your connection at that company to say, hey, Jack’s been such a good part of my life. He’s been a friend or mentor or whatever his role has been. Would you be willing to give him some of your time as a favor to me? So you’re asking your connection to leverage their network the same way you’re leveraging your network with them, and it’s okay. Not only is it okay, but your friends and the people in your network feel valuable because now they’re able to serve you. And think about the way you feel when you serve others. Not only do they feel valuable, it works.
I’ve been able to book about a half a dozen meetings in a two-week stretch using the same technique, and all of the meetings have been with incredible people that I hope to add to that network of my own down the road. So in the not-so-words of Jeff Bajorek, just ask.
Scott Ingram: For a link to connect with Jack and wish him a Happy Birthday, just click over to DailySales.Tips/1453. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!