For the over qualification I do with prospects. I do the exact opposite for relationship building. You know 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 the 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 some day and really looking at everybody as not you know a dollar sign because really hard sometimes in sales. You’re always looking at that number. How do I get to my quota. How do I 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 just create you know a lifelong friend and it doesn’t create any business at all. All those things are fine.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: