Delivering on the why, how and where to build and strengthen relationships that make a positive impact to the bottom-line.

1. Doing The Work That Matters: Building
& Strengthening Relationships
Strengthen your networks by connecting and establishing
trust with decision makers

2. The Importance of Doing The Work That Matters
73% of B2B buyers prefer
professionals who have been
referred by someone they
know
87% of B2B buyers said they
would have a favorable
impression of a connection who
was introduced to them through
someone in their professional
network.
Buying decisions now typically
include 5.4 decisions makers
+39%+87 %+39%+73%

3. A larger network gives you greater
leverage in finding new prospects and
getting in the door with clients. It also
provides a broader view of interactions
across the business.
Connect with contacts
TIP
Connect with your network and with prospects
after introductions. Your network then becomes a
“store” of distributed intelligence that can enable
you to make better business decisions.
Build Relationships That
Matter

4. Focus on building relationships with
senior-level people at your
prospects and customers.
Focus on decision makers
TIP
Build multiple connections and touch points
with decision makers at accounts, don’t just
rely on one.
Build Relationships That
Matter

5. Connect internally so colleagues and
advocates will be able to provide
warm introductions. Senior leaders
are more likely to have decision
maker connections for you to
leverage.
Connect internally
TIP
Use a company’s network to uncover the best
way to get introduced and discover brand
ambassadors. Relationships begin with
connection.
Build Relationships That
Matter

6. After connecting, develop the
relationship just as you would have
before social media existed, reaching
out periodically at appropriate times and
adding value by providing relevant
information and solutions to your
prospect or client’s business problems.
Nurture relationships over time to
keep your services top of mind
TIP
Help prospects by sharing their updates or posts
they’ve published. Social media’s real value is not
in promoting your brand―but in promoting
others.
Build Relationships That
Matter

7. More Than 230 Relationship Building/Leveraging Opportunities

8. Industry Influencers
1. Equipment Financing & Leasing
2. Promotional Supplies, Graphic Design, Signage / Banners
3. Insurance Providers
4. Consultants (Engineering / Architecture / Education)
5. Foodservice Industry Professionals
6. Craft Brewery Legal Services and Accounting
7. Floor / Wall Coverings / Stair Tread
8. Waste & Effluent Treatment Systems
9. Associations / Events / Media

9. Leverage Influencer & Relationship Building Expertise
(Relator is my #3 Strength Theme)
Phone: (530) 648-0028