BRX Pro Tip: Always Be Curating
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I can remember one of the most entertaining movies that dealt with the topic of sales. It was this Glengarry Glen Ross and Alec Baldwin talked about ABC, Always Be Closing. You have an ABC, but it’s a little different.
Lee Kantor: [00:00:21] Yeah. I think that in today’s world, the ABC for most, especially, mature businesses is Always Be Curating. You’re always curating your clients. You’re choosing your clients. You’re not waiting to be chosen. And when you have that mindset shift, you’re going to see that you’re going to get better clients. You’re going to get clients that are the right fit for you. And that you’re going to be able to deliver better service to them because they’re going to win, you’re going to win, you’re going to be aligned.
Lee Kantor: [00:00:53] A lot of times when you’re starting out, you’re taking any client. And you’ll learn that when you pick a poor fit client, then you might win in the short term and your client might think they’ve won. But it’s going to be difficult for both of you to keep winning over time. So, when you really can define who your ideal fit client is, and be very selective, and only work with the people that you know you can help, then you’re going to get better results for yourself, you’re going to be able to charge higher price, and you’re going to be able to deliver better results for your client. So, it’ll be a better situation for you in the long term.
Lee Kantor: [00:01:30] So, to me, in today’s world, ABC means Always Be Curating. Make sure you’re the one who’s in the driver’s seat when it comes to selecting the client rather than just hoping that they pick you.
