Judy Robinett, startup funding expert, advisor to investors and startups, and author of a great book, titled, How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits, joins me on this episode.
Judy says the single biggest challenge facing sales reps today is getting sales in the first place. New technology is overwhelming. Meeting someone face-to-face means a 10X faster connection and the possibility of getting your ask.
Andy recently wrote about a new sales tool, called ‘meeting people face-to-face!’ It got a very positive response. People have to know you, like you, trust you.
Tech tools are about the seller. The focus should be on helping the customer gather information to make a good decision with the least investment. Judy says the tools are coming. She recently judged a pitch event in NY about AI/VR.
Geoff Colvin writes that people become more valuable than AI for face-to-face connection. Judy shares an experience and smart suggestions for networking and joining groups.
Judy’s shares core beliefs of successful connectors, be authentic, be yourself, show a level of generosity. Do a value match. Include people in your network who have a good head, a good heart, and a good gut. Judy would let Oprah in.
Business relationships are relationships first. Ask three golden questions: How can I help you? What other ideas do you have for me? Who else do you know I should talk to? Judy gets introduced to billionaires, and is on panels with them.
Judy talks about how she did some homework, found what Mark Burnett needed for an upcoming production, lined up resources, and got a meeting with him, where they agreed they could help each other. Get out of your comfort zone.
Take initiative, research, find ways to give value to people, and you will grow your network. Everybody has problems and needs. Judy talks about how she was invited to the White House the first time.
Judy gives some examples of how she has helped various billionaires and other influencers, and how she was asked to be a CEO of a company.
Elevator pitches are off-putting if not expected. Listen to people about their family, their pet, their finances, and their health. Don’t pitch before a relationship exists. Have a diverse, network of people you know. Treat them as good friends.
Judy recommends making it a point to let people know you are humble about your success, and grateful for it. Show people you are a human being. Automation will not replace you. Please help me are three powerful words.
Ask, “So, tell me, how are you doing?” This is much different from “How ya doin’?” Judy gives groups of three questions that can push discussions and decisions forward.