Who’s NOT my champion buyer?

How did you get so close with your BFFBs (BFF Buyers)?

Is it because your kids attend the same school or because you both like the Foo Fighters? …or maybe you’re both fans of Katilin Clark?

As you continue trying to convert every one of your buyers to "Champion," understand that shared interests will only get you so far.

It’s the above-and-beyond value you bring to the buyer and their agenda that gets you into the Champions Suite.

This Champion development exercise is easy:

1. List your running client and A prospect account names.

2. Review all KDM names on those accounts and nominate those you feel are potential Champions.

3. Answer the following for each:
a) How can you be of value to them today? What specific action can you DO to help these prospective Champs?
b) What’s their biggest headache that you can help with?

This will require you to dig deep to understand their personal and professional motivations. That’s the point.

To grow a relationship, sometimes you gotta "give one for free," as you’ll see Don Draper do for Conrad Hilton in this 2-minute Mad Men clip.

Initially, Don isn’t happy about bowing to "Connie," but he understands he has to give to get.