Welcome to The Revenue Generator

Hey there, it’s Harris!

Welcome to the Revenue Generator where we share 1 tactic each week that you can implement to help you generate more revenue.

Today, we’ll be diving into how you can effectively build relationships with your prospects.

Today’s Topic - Building Relationships with Your Prospects

Most people don’t enjoy meeting strangers.

And very often your sales prospect is a stranger.

Here are 8 tactics I’ve helped sales professionals use to effectively develop relationships with their prospects.

1. Understand everyone has something to teach you

You never know where a relationship will go and what you will learn.

You can learn something from every single person you interact with.

Everybody is an expert in something, make sure you listen.

2. Come prepared with questions

If you’re struggling to figure out where to start, use these:

- What motivates you every day?

- What are some of the biggest challenges you face?

- How do you see the industry changing in the next 3-5 years?

3. Don’t have an agenda

Be willing to go where the conversation takes you.

That is the beauty in "networking."

If you're coming in hoping to just get something from the other person, networking won't be enjoyable.

The other person will also sniff this out immediately.

4. Play the infinite game

I love this concept from Simon Sinek,

"There is no such thing as winning business—it doesn’t exist. We can have wins inside a business like you can have battles, but there’s no such thing as “winning” business."

Focus on helping and the rest will come.

5. Realize others are also uncomfortable

You're not alone in feeling uncomfortable talking with a stranger.

There's a good chance the person on the other end feels the same way.

Make them comfortable - smile, use good eye contact, and ask powerful questions.

6. Think about how you can help them

If this is your one goal, you will be a successful networker. If you can help someone with one of these 3 things, there's a good chance you'll be memorable to them:
1. Health
2. Wealth
3. Family

Focus on where you can provide value.

7. Do it in your way

Your way of building relationships doesn't have to be at a big conference.

That can be overwhelming for many people.

Shoot someone a note on LinkedIn or Twitter, and set up a one-on-one Zoom conversation.

8. Follow up and take notes

Thank the person for their time after the conversation.

If you committed to making an introduction, do it.

If the person mentioned something big they have coming up in a few weeks, write it down and make a note on your calendar to follow up.

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What I'm Reading:

This is routinely one of my favorite newsletters.

I always learn a lot from Sahil about personal growth, business, and relationships.

How we can work together:

1. LinkedIn Agency for Executives - If you are an Executive or work with an Executive that you think could benefit from posting more on LinkedIn, I’d be happy to talk.
   
   I’ve spent 2+ years understanding how the algorithm works and how you can generate more business opportunities and find new talent by being active and creating content.
   

2. Use AI Effectively to Generate More Revenue - I’m in the process of creating an on-demand course on how you can use AI to sell more effectively. Send me a message if you’d like to be added to the list to receive access for you and/or your team!

   Book time here to discuss https://calendly.com/harris-activate/meeting-with-harris

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