.png)
Why do you have business partners?
I mean this is a strange question to ask, right?
Certainly, you acquire business partners to help you grow your business. We all know that business partners equal referrals and what better way to grow your business than to receive warm referrals?
While I can’t disagree that referrals are good, even great, I want to offer a different take on why a strong network of business partners is not just good but important.
Pardon me while I digress, but have you seen any of the Marvel Avengers movies? I know, not classic films, but they all possess a common theme. Whenever Earth is threatened by an evil threat, what do they do?
They gather their support team of superheroes to fight off and defeat the threat. Okay what does that have to do with business partners you ask?
If you stopped reading here, please read on. I do have a point.
My belief is that a strong network of business partners makes you more valuable to your customers or prospects. If you only offer your product or service, you are just like all of your competitors. Trying to sell something that you hope you can convince your customer or prospect to buy. How 2008!
As a consultive salesperson, my role is to determine what my customer needs or wants and then other solutions that fit. Hopefully, it is my product or service, but what if I could offer solutions that my business partners provide? This approach does not diminish my value, rather it will amplify it for my customer. By putting their needs first and focusing on solutions that are best for them, my trust and confidence levels soar to new heights.
Visualize your customer’s feelings when they literally see you with this dynamic team of additional resources standing behind you. Just like Captain America with the Avengers standing at the ready.
So please build a strong network of connections and business partners, and
allow them to raise your value to your customers.
About Tom Scabareti - I believe that sales is still a numbers game, but my value proposition is to modify sales behaviors to improve conversion rates which results in increased sales and revenues for the company.
Comments