BNI Elevate is a networking community organized to help our members make more money through structured collaboration and referrals.
Recently, we learned that we are sitting on a gold mine here at Elevate, and that gold comes in the form of referrals.
But the true value of Elevate is not in what we are getting, but in what we are giving.
This week I’m going to give you one big tip that can really help you build better relationships with your clients by solving their problems outside your area of expertise.
Did I say ‘outside your area of expertise?’
What’s in it for your client? They get a problem solved.
What’s in it for you? You deepen your relationship with your client by showing them you can help them outside of the areas where you make money.
And the big benefit for you, assuming you’re doing a good job in your area of expertise, is that your client never thinks of changing you out for another provider because you’ve proven that you’re invaluable to their success.
So how do we do this?
End every one of your sales calls and every one of your client meetings by asking a simple question like “Now that our conversation about your website has concluded, what is your next biggest challenge this week?”
And then listen.
They will tell you who to introduce them to.
And because you have the deepest rolodex…our roster at Elevate, you’ll be able to make that introduction.
That simple question was “Now that our business has concluded, what is your next biggest challenge this week?”
If we all make an effort to ask this one simple question at the end of every business meeting with our prospects and clients, we will help a ton of people solve problems, and I guarantee that we will all make more money.