Real Relationships Real Revenue - Video Edition | Invest in Relationships to Build Your Business and Your Career

Many people think that they can’t use the IKEA effect with their clients because of their limited access to the decision-makers in the business. It’s important that you don’t think this way. Though your ability to use the IKEA effect in a formal process is limited, the science is still sound. Here are the things we will be talking about to explain the IKEA effect in formal processes: 1. The mindset shift needed when using the IKEA effect 2. The importance of engaging the IKEA effect as much as you can 3. Tips for co-creation within the formal process Do not compare formal processes against informal processes and just say “I can’t do it because I can't do what I can do over here.” That's the wrong comparison. Only compare yourself against your competition. The key is to find out how you can engage the IKEA effect in those formal processes more than your competitors are.  When you take the time to brainstorm all of the ways you can use the IKEA effect during these processes, that’s where you will unlock the winning strategies. You're really smart. You're going to come up with the best solutions, but so is your competition. A bigger differentiator is how you engage in the process rather than the proposal you write.    Mentioned in this episode:  Check out my conversation with Brent Atkins: https://video.realrelationshipsrealrevenue.com/brent-atkins-favorite-business-development-strategy/

Getting the investment right is an important part of working out a deal. In this episode, we will be building on what we talked about in the last couple of episodes about the framework and science behind the IKEA effect. Today, we are diving into getting the investment right. The conversation that’s about the investment is the one that’s missed the most, but it is an incredibly important piece that you should face head-on. Here’s what you’ll learn about the investment conversation today:   1. Why you shouldn’t avoid the financial conversation 2. How to share your number verbally with your client, not in a proposal 3. Why we want to talk about finances in person with our clients   The way that you talk about money is actually more important than the dollars and cents themselves. The key is to say your numbers with confidence, in person. Avoid writing up a big fancy proposal that has everything and then send it over and hope and pray that it’s going to work out.  You can lower the scope if the price is too high. You get the verbal commitment if it's good, but either way, have the conversation in person. In the next video, we will be going into the topic of formal processes. Regardless of who you work with, you can use Building Everything Together in your formal processes and I’ll show you how to do that. Mentioned in this episode:  Check out my talk with Jeff Berardi:  https://video.realrelationshipsrealrevenue.com/what-business-development-really-means-according-to-jeff-berardi/

In the last episode, I talked about engaging your clients using the IKEA effect. In this episode, I’m going to be drilling deeply into the first three incremental yeses you want to get: the goals, the processes, and the team. People buy into what they help create, and these tips I’m sharing with you today will help you make it happen.   Here’s what you’ll learn in this episode:   1. Using a call to get the first three yeses 2. Why assumptions made in a formal proposal don’t work 3. Tips for co-creating with a client  It is so easy to think for different reasons that you shouldn't engage the client in co-creation. Maybe it's you want to retain your expertise and you want to be the ones that should tell them what to do. Maybe you're afraid to ask. There can be 100 reasons, and you need to let them go. If this is important to the client, they will engage. Not only will they engage, but they will like the output even better. You also get to show your expertise more powerfully in a live setting. If something is preventing you from trying this out. Get rid of it, because this stuff works.    Mentioned in this episode:  Listen to my interview with Mike Duffy:  https://video.realrelationshipsrealrevenue.com/what-business-development-really-means-according-to-mike-duffy/

This week we are talking about what I like to call “Building Everything Together.” Essentially this is how you’re going to co-create the proposals, the contracts, and the way you’re going to do business with your client. It’s called the IKEA effect, and it’s incredibly powerful.  Today we will be talking about 1. The optimal way to use the IKEA effect with your clients 2. The four incremental yeses you’re looking for 3. What to do if they’re not engaged The moral of the story is that it doesn't matter the role,  the title, or the level of the person in an organization. If working with you is important to them, they will engage in building everything together. If working with you is not important to them, they will tell you they don't want to engage or they'll show it through their actions. Don't judge people by their words, judge them by their actions. If you engage in this idea of the building everything together process or the science called the IKEA effect, you will have massive success because you get out and you quit pursuing. If they do engage, you know you've got something meaty and you're going to have the impact that you want to have. In the next few episodes, I’m going to show you how to engage in those four big yeses that you want and so much more.  Mentioned in this episode:  The IKEA effect: when labor leads to love https://dash.harvard.edu/handle/1/12136084

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about the importance of creating curiosity. In this episode, we’ll be going through how to leverage it as a useful business tool and ensure success in our business relations.   We’ll be discussing things like WHY curiosity is so important, how to create it during and in between meetings, how to use curiosity to make a good first impression, and when to really go the extra mile.   Tune in to find out more about: Why curiosity is an intrinsic motivator How curiosity creates a heightened sense of arousal  How curiosity allows you to remember more  Why you should ask for more data to analyze with the intention to share results during the next meeting When to introduce an idea about process improvement or timeline as a next step  How to suggest an introduction to somebody who has experience in the area of discussion Why you should suggest setting up a tailored brainstorming session Ways to hint at something that’s coming without fully giving it away How to time these hints strategically throughout your meetings Why you shouldn’t ignore using curiosity as a helpful business tool How to frame the problem you solve When to have a dialogue to ensure understanding Why you should state what you do How to use the unexpected to drive curiosity How to add value to your interactions with others The importance of creating enjoyable experiences   Retaining the attention of your clients throughout your business relationship (starting even with your very first introduction) is important and vital to the productivity of that relationship. Make the most of your time - and the most of your clients’ time - by delivering an experience that keeps your prospects present and involved.   Keep the curiosity going!   Mentioned in this episode:  This is Your Brain on Curiosity: TEDx Talk with Matthais Gruber https://www.youtube.com/watch?v=SmaTPPB-T_s   The Top 3 Things You Need to Implement from Luke Burgis, Author of Wanting https://www.bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-luke-burgis-author-of-wanting/   The Top 3 Things You Need to Implement from Ron Tite, Author of Think. Do. Say. https://audio.realrelationshipsrealrevenue.com/the-top-3-things-you-need-to-implement-from-ron-tite-author-of-think-do-say/   How to Use Customer Experience and Marketing to Create and Close More Opportunities, with Jay Baer https://video.realrelationshipsrealrevenue.com/how-to-use-customer-experience-and-marketing-to-create-and-close-more-opportunities-with-jay-baer/   Glen Jackson on Preeminence – What You Need To Succeed https://video.realrelationshipsrealrevenue.com/glen-jackson-on-preeminence-what-you-need-to-succeed/

Today we’re talking about how to add value to your interactions with clients when there’s nothing to really purchase in the moment. Reliability is important, but sometimes going the extra mile is worth more.    Do things without asking. It could be as small as a handwritten note. And because of that small extra effort, that small unexpected gesture, you will add value to yourself in the eyes of your client because they associate you with going above and beyond! This episode will cover things like:   Using the unexpected to drive curiosity Adding value to your interactions with others Creating enjoyable experiences   Incorporating this “Do the Unexpected” principle into your interactions with other people will help to build your business relationships and encourage loyalty.   If you enjoyed listening today, tune in to the next episode of Real Relationships Real Revenue where we’ll be wrapping up our series on using curiosity to advance your business!   Mentioned in this episode:  Glen Jackson on Preeminence – What You Need To Succeed: https://video.realrelationshipsrealrevenue.com/glen-jackson-on-preeminence-what-you-need-to-succeed/

First impressions are a very powerful thing. When you first introduce yourself to a new client or prospect, it’s better to avoid simply stating your role within your company or business. Why? It leaves no room for curiosity! There’s no conversation or active listening happening in this kind of single-phrase interaction that’s going on.   Meeting somebody for the first time is where the curiosity should really begin!    Here are the three steps to creating a more engaging introduction:   Frame the problem you solve Have a dialogue to ensure understanding State what you do   Having an exchange about your position and your role allows for the person you’re meeting to fully understand the scope of your responsibilities. It also turns a typically one-sided interaction into a conversation, which helps to begin to build that relationship.   If you’re looking to leverage curiosity in all aspects of your business, be sure to tune in as we get into this curiosity series.   Mentioned in this episode:  How to Use Customer Experience and Marketing to Create and Close More Opportunities, with Jay Baer: https://video.realrelationshipsrealrevenue.com/how-to-use-customer-experience-and-marketing-to-create-and-close-more-opportunities-with-jay-baer/

In our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll be discussing how to create that engagement DURING meetings!   Today we’ll be talking about:   Ways to hint at something that’s coming without fully giving it away How to time these hints strategically throughout your meetings Why you shouldn’t ignore using curiosity as a helpful business tool   Retaining the attention of your clients during your meetings is vital to the success and productivity of those appointments. Make the most of your time - and the most of your clients’ time - by delivering a meeting that keeps your prospects present and involved.   Don’t be afraid to use curiosity as an advantage in your business development meetings. One of the worst mistakes you can make is overlooking it as a useful tool to help you generate enthusiasm and keep the ball rolling!   I am looking forward to diving into this even further on the next episode, so be sure to tune in as we get into this curiosity series.    Mentioned in this episode:    The Top 3 Things You Need to Implement from Ron Tite, Author of Think. Do. Say. https://audio.realrelationshipsrealrevenue.com/the-top-3-things-you-need-to-implement-from-ron-tite-author-of-think-do-say/

Today we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions in ways that intrigue and excite your prospects. The best way to gain that momentum and anticipation in your business development meetings is to end the meeting with a cliffhanger.   There a few different kinds of cliffhangers you can utilize in this way, and that’s what I’ll be covering in this episode:   Ask for more data to analyze with the intention to share results during the next meeting Introduce an idea about process improvement or timeline as a next step  Suggest an introduction to somebody who has experience in the area of discussion Suggest setting up a tailored brainstorming session    As you listen to the ways you can use each of these cliffhangers to your advantage, you’ll realize how many opportunities there really are to entice your client and get them excited for their next meeting with you.   It’s okay to spread your agenda out over multiple meetings instead of crowding every topic into a single appointment. Keep your clients engaged and ready to take next steps with you!   I am looking forward to diving into this even further on the next episode, so be sure to tune in as we get started in this curiosity series.    Mentioned in this episode:    The Top 3 Things You Need to Implement from Luke Burgis, Author of Wanting: https://www.bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-luke-burgis-author-of-wanting/

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about creating curiosity.   During a normal sales process, everything’s about us.  Today we are talking about why you should be flipping this to the buyer. Today we are covering the three big scientific elements that allow us to leverage curiosity.  1. Curiosity is an intrinsic motivator 2. Curiosity creates a heightened sense of arousal 3. Curiosity allows you to remember more As you tune in to hear me cover these three elements, you will see why these are the kind of things that you want to give your client.   It’s a great experience to help them feel the feeling of curiosity.  Avoid trying to do too much too fast and you will allow your clients to feel comfortable taking the next step with you. Don’t try to close the deal on your first meeting.  Spreading out your conversations over a couple of meetings will encourage the buyer to take the next step with you without feeling pushed. I am looking forward to diving into this even further in the next episode, so be sure to tune in as we get started in this curiosity series.    Mentioned in this episode:  This is Your Brain on Curiosity: TEDx Talk with Matthais Gruber https://www.youtube.com/watch?v=SmaTPPB-T_s