Page 16 - SMILE January 2019

EXPERTISE
2019 – The year of the relationship

• What would be a great opportunity?

• Be very clear about what represents an opportunity. If you’re an estate agent it might be logical to think you want to be introduced

to buyers. However people selling houses are more valuable to you – make it clear.

• Specifically, which professions/businesses/people do you want to talk to?
• Do your research here so that you not only highlight an industry but go further to state an exact company, the position within the

company and the name of the person in that position.

• Questions you could ask to explore if your client has a need for the product or service.
• When done well these can be built into a fact find or conversation and should feel natural and comfortable to ask.

• How to introduce you

• Again this is not closing the deal it’s simply getting permission to make an introduction once interest has been achieved
You don’t have to cram all of the above into one insight meeting. Ideally, insights should be held regularly.

This really helps you get to know each other. At the end of the meeting agree on any actions with a clear idea of when it

will be done. As a rule, always have at least 1 action but no more than 3. Once you get to the point

that you have covered this for both of you then include discussing clients and contacts, explore

where opportunities may lie and how to progress them towards becoming

introductions.
Follow up, stay in touch and invest well in these relationships as

they really are worth their weight in gold.