Feb. 17, 2022

The Business Development Story That Changed Everything for Kevin Clem

The Business Development Story That Changed Everything for Kevin Clem

Mo asks Kevin Clem: Tell us a business development story that you are really proud of. Kevin tells the story of a completely cold lead that turned into a full-fledged prospect after five years of near silence. By helping the prospect without asking...

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Mo asks Kevin Clem: Tell us a business development story that you are really proud of.

  • Kevin tells the story of a completely cold lead that turned into a full-fledged prospect after five years of near silence.
  • By helping the prospect without asking for anything in return at the beginning, Kevin kicked off a relationship where when the timing was right, the client asked for him to sell him on working with him.
  • Of the four parts of the relationship building process, the listen and learn stage is one of the most important. Kevin brought his prospect into a round table conversation that showed how HBR has worked with other clients in the past, and that created the curiosity that led to the sale.
  • When you build enough curiosity and do the process the right way, the client is pulling you towards taking the next step instead of you pushing them.
  • The best result you can get in professional services is a warm referral. If your client is willing to do that, that shows a huge amount of trust.

 

 

Mentioned in this Episode:

GrowBIGPlaybook.com

linkedin.com/in/kevinclem

kclem@hbrconsulting.com

hbrconsulting.com

hbrconsulting.com/events