We’ve all been there…the dreaded meeting that seems to have no direction or flow, and those in attendance are scratching their heads thinking “why am here?” or worse, “what a waste of time!” How many times do we find ourselves meandering through these types of meetings or conversations? The answer…way too often! It is kind of like walking through a large, unfamiliar city without a map. The good news is, there is a better way!
Gray Matters Group Blog
If you’re like me, there is only one reason you’d start a road trip without first fueling the car: because the service station several miles down the road offers lower prices than the gas station around the corner. So you’ve worked a stop into your itinerary. Smart move.
To most effectively navigate the decision-making process, we must first recognize that both formal and informal decision-making processes run in parallel. Second, it’s also important to identify the key players in both processes-- and work to build relationships with individuals on both “teams”! Your success at winning business depends on your ability to navigate BOTH!
Qualifying opportunities means making sure the opportunity that we have helped to surface is real, winnable and worth our firm’s time to pursue.
Gaining access to new, targeted contacts at your clients -- and beyond with referral sources, prospects, etc. —by asking for warm introductions is a simple and very effective way to grow and nurture your business relationships.
My last blog focused on how important it is to “know thy client” by doing broad business-related research into their worlds so you are able to expand your conversational comfort zone, engage more fully with your client, add more value, and drive scalable growth for your firm..
One of the easiest business development concepts to deploy is one that offers the most significant-- and often the most immediate--payback. It’s called “know your client.”
Professionals often think the elevator speech (AKA the hallway speech, the personal statement or the introductory snapshot) is something they’ve “got down” but, too often, they don’t have it down at all! Instead, many professionals have given their elevator speech little to no time, attention or practice!
Topics: Connecting in the Marketplace
We’ve already talked about networking being food for the human spirit. You know that the “fuel” that powers networking is the exchange of information and, without it, you and your associates cannot stay connected to make downstream introductions. Now it’s time to talk about connectors—people who widen others’ circles.