BRX Pro Tip: Give Prospects a Job to Do
Stone Payton: [00:00:00] And we are back with BRX Pro Tips, Lee Kantor and Stone Payton here with you this morning. Lee, when it comes to selling mechanics and genuinely trying to serve a new relationship, it’s important not to be afraid to give prospects something to do. Give them an assignment. Give them a job to do.
Lee Kantor: [00:00:24] Absolutely. It’s important to do that for a couple of reasons. One of which is to see how serious they are about working together. If they don’t do that job, then, obviously, it’s probably not going to be a good fit between you and the prospect. But in our world, when we sell a show or a sponsorship, a great job for a prospect to do in our world is to identify and find their first, you know, 10, 20 guests for their show. And then, have them go to their network and invite some guests, build a guest list of season one of the show, and just start inviting people. And if they can’t do that, then they’re probably not serious about working together.
Lee Kantor: [00:01:07] And in our world, we tell them who to invite. We say invite prospects, invite power partners, invite referral sources, influencers. We tell them who to go to, and all they have to do is go to their network and just start inviting people. It’s a nonsensically thing. They’re just trying to gauge to see if there’s interest in the show. And it should be very easy and they should want to do this. And if they don’t, then that’s kind of a red flag or, at least, a yellow flag, that maybe this isn’t going to work out. And you want to partner with clients that are excited about doing business with you. You don’t want a client that you have to pull kicking and screaming into working together. So, if they’re fired up about doing that, then you have a really good chance of having a customer for life.
