building a powerful center of influence

Introduction

Breandan Filbert

3 Principles of SalezWORKS Programs

1 To get what you want you must help others get what they want

2 Focus on quality over quantity of relationships

3 Focus on follow up and follow through

Program Objectives

Start Right!Evaluate your current C of I

Find Resources

Develop Referral Partners

Increase sales!!

Stop Wasting Time with the Wrong People!!!

Definition of Influence

Power or authority arising from elevated station, excellence of character or intellect, wealth, etc.

“Noun

VerbTo control or move by power, physical or moral; to affect by gentle action; to exert an influence upon; to modify, bias, or sway; to affect; to move; to persuade; to induce.

“

Analysis

Strengths

SWeaknesses

W

Opportunities

OThreats

T

What do you Influence?

O Business Strategy & Direction

Financial Decisions

Human Capital (hire & fire)VPFamily

Vendor Selection

OM Facility

OM Products

Resources

? Where to go for coffee

$$ $

$

OM

O

OVP

Poll

How often are you contacted as a resource?

FrequentlyA OccasionallyB NeverC

Expanding Your Circle of Influence

Who do you Influence?

Exercise your C of I

Chief

Executive

Semi

Annual

Review

Preparation is Key to Success

ResearchCompany

Industry

Competitors

Vendors

Clients

Who Else?

Money

Do your clients go to for advice?

Talent

Strategy

The Joy of Account Retention

Now What?

Evaluate your own Center of Influence and find resources strong where you are not

Find potential partners who offer services to increase your value proposition

Become the ‘Go- To’ Resource for your clients for all their needs related to your Center of Influence

Conduct semi-annual reviews with your best clients to understand their strategic direction, challenges and areas you can provide great resources to accomplish their goals

Questions Please address questions to…Breandan

bfilbert@salezworks.com816-522-8178

Thank You!

To learn more about Productive Prospecting Relationships, join us

for our upcoming webinar on Building and Leveraging a

Powerful Center of Influence

Have a great day and Good Selling!

Contact Breandan via email at bfilbert@salezworks.com