Skill + Do
If you don’t ask, you don’t get. Don’t wait for someone to emerge as a Champion for you on each account, be specific and direct in how you culitvate those who are willing to work for you.
There are two schools of thought on developing Champions:
1. Give first, then ask to receive. At the right time in your relationship, task your potential C with a small favor. But you must earn that right only after you’ve over-delivered on something for them. Your ask can be anything from them making an intro for you to simply requesting insights and info. The response of the C suggests whether or not you have someone willing to help you inside the org.
Or,
2. Ask them directly what they can do to help you inside the org. Perhaps you don’t feel comfortable asking direct questions that focus on obligating the prospect, but there are ways to sugar-coat your question to make it easier on both of you.
For example, asking this question may seem tough for you, "So… can you lobby some of your pals inside the org on our behalf?" But this question might be easier, "Hey, I’m trying to get to Steve – but he’s shutting me down so far – do you have any tips you can share on how I should play it with him?"
They’re both great questions! All it takes is your appreciation of the right moment to ask them.
If you don’t ask, you don’t get.
"All business is personal…make your friends before you need them." Robert L. Johnson
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