Mo asks Scott Winter: Tell us of a time when you were doing something with business development that you are really proud of.
- Scott was working with another firm years ago that used Interaction, and there was a big push to bring them on board as an expanded partner. It took many months and using a lot of the GrowBIG strategies to provide enough value and develop the relationship to the point where they said yes, and that client became one of Scott’s favorites to work with.
- There was a tremendous growth in confidence for Scott, since he was not a natural salesperson, and that partnership revealed how important business development really is and how good he could be at creating valuable relationships.
- There are four big incremental yes’s you need in order to build something together. You have to get agreement that the strategic fit is there, determine the practicality of what you’re going to do, get the team and all the stakeholders on board, and then get the “yes” on the financial aspects.
- Accountability is a major component of Scott’s approach to business development. When he works with a client, he makes himself available to them and gets invested in their success instead of just moving on to the next sale.
- Scott focuses on building trust and giving the client a personal commitment to see the project through.
- Everything about the GrowBIG Training and Snowball System is about building long-term relationships.
- Scott trusts in his team and his product, and that trust allows him to support his clients in their success. If you don’t stand behind your client and service, you’re never going to be able to sell to them again. It all comes down to trust.
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