A few months ago, I was catching some waves in the wave pool at the Mandalay Bay Hotel in Las Vegas when I met an interesting guy who was doing the same.  We were kicking back, catching some waves, and learning the best way to catch the waves so you could ride them all the way into the beach.

As we talked, we realize that we were both from the Midwest and have many things in common.  In particular our laid back attitude and approach to life was similar and, In short, a friendship was born.  This friendship has gone on to become an awesome business relationship as well.

Why is it that so many of the best business deals are forged on the golf course or at the ball game? It is because it is not a sales pitch or a sale technique that is driving the deal. It is a friendship and common interests, a common bond or a way of relating to another person that goes deeper than any technique ever could. It is pure and unmotivated by personal interest or agendas. Just two people connecting on a variety of levels that ultimately leads to really listening and caring about the other person because of that connection.

Now it occurs to me that the very best business deals are created with people who like us and connect with us the same way that we do with our friends. When you talk to your friend at a party or a social event about what you do, there is generally no sale that you are trying to make or a hidden agenda. Ironically, it is the same reason that people who might ever need for what you sell that will ultimately take your card and contact you soon after.

When you are making cold calls, imagine you are calling to connect with an old friend.  You will be more relaxed and your tone of voice will show that.  It is easier to become excited about what you are selling when you aren’t calling to make a sale but rather to help a friend.

When you pursue, it often eludes you. But when you relax and let it happen, it falls in your lap. So when it comes to sales, a great idea will be to relax and let it happen. Focus on friendships, not sales techniques. Do not push people, pull them along with your own enthusiasm about what you do. In particular, spend a majority of your time getting to know people and making as many friends as you possibly can. Connect with them on many levels. There is something about everyone in the world that is interesting or that we can relate to if given a half a chance. Become a better friend to others and the business will take care of itself.

Be Free!

Ken Budka
Speaker