It doesn’t matter what you know, what matters is who you know.
A lot of internet marketers will talk about this when selling their mastermind programs. Some of it is actually very true. If you’re in the right masterminds , where people are of the sharing type, then you do get to learn a lot.
But since my focus is on the corporate type of environments, the so called B2B space, just the simple concept of meeting and knowing everyone from the peon (junior most level) to the CEO is very valuable.
I continuously emphasize this to my sales team. A lot of times the small talk with people at the junior levels can give you insights about the organization and its situation. Most senior people are generally formal and carry a facade. They meet a lot of people all day and they are conditioned to give out only as much information as necessary.
On the other hand people at the junior level are not used to getting attention. So if you genuinely, they key term is genuinely, give them the attention and respect, they will open up to you and talk freely.
The other thing which happens because of this is that they also help you navigate into other departments within the company. Due to this you’re able to figure out either more opportunities or more applicability of your services or products.
However with these pieces of information, its your responsibility to put all of them together to figure out the insights and accordingly add value to your customers.
Today’s customers can get almost 80-90% information from the net. But in a lot of cases they are starved for insights of how they can do better. If you can become that advisor, you can pick a lot of sales.
Till next time then.