10/7/2024-Lend a hand to your champion

Any TOP 10%er will tell you they can’t crack new business – and grow big accounts – without the help of a champion buyer who advocates for them.

The champion you need inside each of your key accounts is not necessarily the buyer you get along with the best. BFFBs (BFF Buyers) and champions are often not the same person.

To avoid wasting time with buyers who won’t champion your cause, you must continually qualify who is willing to go to bat for you.

The only way to determine the sincerity and power of a so-called champion is to ask ’em for favors…but only after you’ve delivered for them.

Today, identify a potential champ on your target accounts and brainstorm favors you can do to make their jobs easier.

Here are a few ideas…

1. Make an intro for them that will help them professionally.

2. Introduce them to a candidate who may fit on their team. (Even if the person isn’t hired, the gesture will be appreciated.)

3. Probe to learn about a task they need help on – whether or not it helps them shine in their org.

Focus your day on building relationship equity.

Champion development includes business favors, but it hopefully won’t be like the favor-swapping prominently seen in The Godfather movies.

Take a break from developing champions and watch this under-the-radar clip from The Godfather II.

(The Godfather II received eleven Oscar nominations and is among the first sequels in the Academy Awards history to win the Oscar for Best Picture.)