BRX Pro Tip: Measure Relationship Momentum
Stone Payton: Welcome back to Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, we talk a lot about measuring what matters. I often say just because you can count something doesn’t mean that it counts. We also talk a great deal about cultivating and strengthening relationships. Help us marry the two.
Lee Kantor: Yeah, like you said, certain things are easy to count, so then that’s why we count them. But it’s good to count other things, too, if you can. So obviously, revenue tells you what happened yesterday because you have the money today, but it doesn’t always tell you what’s going to happen tomorrow. But if you kind of keep track of your relationships, that’s a better marker to tell you about what’s going to happen in the future.
Lee Kantor: So if you’re only measuring sales, you’re going to miss some of the preemptive activities that are going to actually create that future growth that you’re shooting for. So keep track of meaningful conversations, quality introductions, follow ups that move the needle, and new opportunities that bubble up. Those are better indicators of a healthy business than just revenue. So when those numbers of relationship related numbers are increasing, revenue usually is going to follow.
Lee Kantor: So today, think about ways that you can be tracking for kind of relationship metrics and review them every week to see if they are truly aligned with your growth and your revenue growth.
