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Activate your Powerbase - Grant Cardone Automotive Sales Training

One of the biggest mistakes that sales organizations, startups, entrepreneurs and sales people make is that they spend time, energy and effort trying to sell to people that they do not even know. Entire Industries are putting more attention into marketing to strangers than they are with the people closest to them. I am talking about people who already know and trust a companies products and brand. I mean, think about it, would you to someone you already know, or to a complete stranger?

The beautiful thing about a Power Base is that EVERYBODY has one. Everyone has a base of power in their life where things are familiar and known. The easiest sale you’ll ever make in your life is those who already know you, trust you and want to help you succeed.

 How to Build your powerbase:

So who is in YOUR power base? Here are some examples:

– Family

– Friends

– Past Co-Workers

– Neighbors

– Past employers

– Former Clients

– People you are doing business with (dry cleaner, insurance agents, etc…)

– Members of organizations that you belong to

– Members of your Church

Think about who you could add to your Power Base list and remember if you come up with a list of 10, you have to assume that each of your Power Base contacts knows at least 10 people, so now you have 100 people you can reach out to.

A phone call or personal visit is always the best way to reach out, and remember your goal is not to sell on this call it is to get out of obscurity and “re-activate” this person.

Reach out to them, tell them you wanted to re-connect, and ask them what they are up to. Naturally they will ask you the same. This is your opportunity to first, identify if they are a prospect for your company, product or service, and Second, find out who they know that may be a prospect that you could reach out to.

 

Action Items

 

1.) Make your list of 10 people in your Power Base you will reach out to TODAY

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2.) Re-Engage Your past customers

Come up with an offer that you can make to customers that have already purchased from you that would re-engage them, shorten their buying cycle, or override an existing contract to add more service, products, or term at a discount.

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3.) Referrals

Reach out to your power base and get a list of referrals from them of someone they know who respects them who may be or may know of someone that may be interested in your product or service… remember ask for specific names, do not simply ask.

“Who is someone that you know I could reach out to today, that would take my call that could benefit from my service or product? Who is the first person that came to mind when I asked you that? What is the best way to get a hold of them?”

Name – ______________________________________

Contact – ___________________________________

Name – ______________________________________

Contact – ___________________________________

Name – ______________________________________

Contact – ___________________________________

Name – ______________________________________

Contact – ___________________________________