December 28, 2012

Collaboration - Why Collaborative, Cooperative, Complimentary Sales Efforts Work.

Call it what you will, it’s all pretty much the same. Any time you can build a team of people who call on like customers, and refer those customers to each other, develop a win-win for all involved. It’s formalized/structured networking. BNI groups do this better, on a general business basis, than any others I have seen – they say “Givers Gain”. The giver, by making the referral, is building trust within the customer by recognizing a need and assisting outside their normal business scope. The customer, by receiving the referral has saved time by receiving it from someone they already trust thus shortening their search effort (even if they need to evaluate multiple suitors – one down).  Finally, the receiver of the lead - a warm lead - a sale that is theirs to lose. It still takes follow up with the lead and making the sale – Sales Is All About Numbers – I call this an easy number.

Collaboration multiplies your efforts, reduces risks and creates more opportunity - Why Pay Twice!

Don't play well with others? Learn.

Bob

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