Build Your Books Of Business - It's All About Who

A Proven Approach to Growing Your Book of Business (eBook)

What do sales reps, insurance agents, financial advisors, engineers, attorneys, accountants, bankers, entrepreneurs, consultants, and coaches all have in common? They’re all working to build their own book of business, and after some time in the field, they all come to the same conclusion: success is all about relationships.

Build Your Book is the culmination of years of sales, consulting, and coaching experience. It’s a practical guide for anyone looking to escape the grind of cold calling and break free from the competitive pressures that often lead to price sensitivity. Through a relationship-focused approach, you’ll learn how to turn business connections into valuable assets that your competitors can’t replicate.

Why Relationships Are the Ultimate Differentiator

While products, services, and pricing can be copied by competitors, your relationships are unique. Build Your Book provides a straightforward process for identifying, strengthening, and nurturing key business relationships that will not only sustain but grow your book of business.

What You’ll Gain from Build Your Book:

• Less Competition: Stand out from competitors by focusing on connections.
• More Opportunities: Build a network that opens doors and generates new leads.
• Less Price Sensitivity: Escape the race to the bottom by offering more than just a product or service.
• Bigger Margins: Gain the trust that allows you to command higher prices.
• Warm Introductions: Benefit from referrals and connections that come naturally through strong relationships.
• Higher Close Rates: Improve your sales outcomes by leveraging genuine relationships.

Program Overview:

1. Three Relationship Basics: The foundational principles for building business connections.
2. Essential Elements: Key components that make relationships valuable.
3. Top Ten Lists - WHO: A targeted approach to identify your relationship priorities.
   • Existing Relationships: Strengthen current connections.
   • Desired Relationships: Identify high-value prospects.
   • Connectors & Influencers: Leverage influential individuals who can help you grow.
   • Internal People: Cultivate relationships within your organization.
4. Relationship Management - ROI: Measure the impact of your relationships and maximize their value.
5. Turning Relationships into Revenue: Learn strategies for monetizing your connections.
   • Family Member Standard: Treat business relationships with the same care as personal ones.
   • Warm Introductions: Leverage your network to generate quality leads.
   • Ask for the Business: Move from building rapport to closing deals.
6. Activity Plans:
   • Relationship Building Activities: Actions to nurture your network.
   • Sales Activities: Focused efforts to drive business growth.
   • Marketing Activities: Promote your value through strategic outreach.
7. Build Your Book: The core approach that prioritizes your top three relationship targets.
8. Wrapping Up: Final thoughts on implementing and sustaining your relationship-driven business strategy.

With Build Your Book, you’ll be equipped with a practical, relationship-focused approach to growing your business. The ebook guides you through a process that turns relationships into a competitive advantage, helping you build a network that delivers consistent results.