8/6/2024-Pitching BFF buyers

Friends need you to be a capable salesperson as much as you need them to be Champion. Keep doing what you did when you first developed the relationship, and you’ll both benefit.

Of course, "Sean" granted you a meeting…he’s one of your BFFBs (BFF Buyer).

BUT, as you prepare for your meeting, you remember how Sean hijacked the last one. Sean droned on with a 24-minute summary of his kid’s soccer summer camps, leaving you with six minutes for business. Ugh.

Selling to BFFBs can be tricky, but only if you allow it to be.

Delete that selling to friends stigma right now: you have a quota to hit. The reward for developing solid relationships is getting to leverage them.

Most sellers back up when tasked with selling to their friends…they stop presenting benefits and talking about value.

Not you. You’re too savvy and focused on your number for that blunder.

Today, double down on selling to your friends by getting meetings on the books with your BFFBs.

After securing each meeting, send your BFFB a tight and strategic agenda. They’ll appreciate your seriousness for their business…and respect for their time.

Rule #1 regarding selling to friends: don’t relax.

Selling to friends affords a level of transparency and honesty that doesn’t exist in your other relationships—that’s gold. Because of your relationship, you can get more done faster.

When it comes to meetings, don’t change a thing with your prep: create an agenda for the meeting and send it over ahead of time. Have some fun with it…acknowledge your friendship by inserting an agenda item that refers to their kids’ weekend soccer game.

For all the other stuff, don’t be shy.

Ya got problems on the account? Get your friend involved.

Need the truth about obstacles? Get your friend working as your agent.

You’ll certainly adjust your tone and approach in the meeting, but you’ve been tap dancing since you started in sales…you got this.

Keep your friends close. Full stop.

The guy featured in this clip is the epitome of a slick car salesman.

But he wears on ya nicely and becomes likable fast because…YOU KNOW HE’S RIGHT!

Watch David Lowe urge you to change nothing about your approach when selling to friends. Whether meeting with first-time prospects or BFFBs, stick to the selling process you know works.