Andrew Cogar's Favorite Business Development Strategy
Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System? For Andrew, building out their Give-to-Get toolkit stands out the most. Showing genuine interest in a prospect and how you can help them...
Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System?
For Andrew, building out their Give-to-Get toolkit stands out the most.
Showing genuine interest in a prospect and how you can help them got Andrew and the team really excited.
The Give-to-Get helps you create demand for your expertise by offering a person the experience of working with you. A good metaphor is watching the trailer for the movie before going to the movie theater to watch the whole thing.
Each town and community are unique, so for Andrew the Give-to-Get is about documenting what excites his team about the town and helps the prospect appreciate the gems in their own backyard.
It builds trust while showing that Andrew’s team has done their research and some listening and dreaming on what’s possible for their home.
Robert Cialdini created the framework for influence that people use everyday and he decoded the six most influential factors in a relationship: likability, reciprocity, authority, scarcity, social proof, and commitment. The Give-to-Get checks all those boxes.
We only have a limited number of hours in the day, and by spending time on something valuable, reaching out is an honest expression of the excitement and enthusiasm of your firm.
If you figure out who you want to work with, you can free up time by not chasing work you don’t care about, and use the Give-to-Get method to pursue work that you have a greater chance of winning and that you love working on.
Think small ball. Going for the grand slams makes learning harder, and more often than not, small projects lead to bigger projects.