I thought that buyer LOVED me!

"I don’t get it…we had a rip-roaring time right before Memorial Day, but the buyer’s been a ghost since then."

Yeah…it happens.

Sometimes, you share a few yucks, and you put them in the "connected" column. Other times, pffft… evaporation.

Here are a few relationship-building truths:
1. Nobody owes you anything in exchange for a few drinks or a game.

2. Having the same dog breed as a KDM gets you something, but not a lot.

3. Always bring value…even when you’re in social selling mode.

Think about upcoming customer interactions…

Whether at a bar, on the course, at a conference, writing an email, at a cafe, or having meeting #13…focus on bringing the value. (BTV!)

Value = industry insights, competitive info, value prop enhancements, a service story.

Push yourself to figure out what "value" means for your buyers. Or, simply ask them.

It’s not just your charming personality that builds relationships; it’s what you do to make your customers’ lives easier that makes the difference.

Say it aloud: "BTV! Bring the Value"!

Quick, what’s the opposite of value selling?

Manipulative hucksterism???

Sure, go with that.

And it’s on perfect display in the movie Tin Men…a sleeper comedy featuring the sleazy lives of door-to-door aluminum-siding salesmen.

Watch this fun clip to see what it looks like to NOT sell value.