What is your opening line when you meet a new person when networking (whether in person or online)? What do you say first?
Is That Important?
Imagine this scenario. You are networking and an individual dominates your airtime and does not ask about you. What is your reaction? We often move on.
Your opening line starts the know, like, and trust factor. The KLTF is foundational and, once established (or not), defines future relationships. Since you are networking and seeking qualified prospects, what is your approach?
Opening Line
What if your opening line was, “What is your favorite hobby?” It’s a lot more fun than “What do you do for a living.” Boring! When asked about non-working activities, most people smile and talk about their interests. Soon, common interests are found, and the dialogue is 2 ways.
Common interests move the KLTF from “know to like” and both parties can build trust.
KLTF and BANT
Your goal, when networking, is to find qualified prospects and referral sources. How do you learn and not sound aggressive? How do you build your KLTF at the same time?
When networking in the right places based on your “ideal client,” more contacts may become qualified prospects. How do you know which ones are really qualified as you build relationships?
Your ideal buyer has the Budget, Authority, Need, and Timeline. BANT criteria help you identify your best A&B prospects. When marketing is effective, your prospects have authority and control the budget. Often, needs and timelines define next steps.
As your buyer moves through your sales funnel, they progress based on their urgency It’s our job to touch that buyer at critical points. Building trust along the way requires:
- Consistent, segmented, and rhythmic messaging.
- Sales magnets that deliver relevant content and invite the prospect to engage.
- Follow up using “Hi Touch and High Tech” so your personality is supported by segmentation and automation.
- Knowing about the buyers’ personal interests and story.
As trust builds so do sales!
KLTF and BANT Spell Success
What can you do to combine these two powerful forces? The answer is in the strategies and processes used. Here are some tips:
- Rank prospects based on your ideal client and relevant BANT criteria.
- Segment prospects by rank and relevant buyer criteria
- Message by segment.
- Automate buyer outreach based on sales funnel stage and buyer segments
- Spend 80% of your marketing and sales time on your A & B prospects.
- Track prospects in your sales funnel.
Successful salespeople use their CRM to power their KLTF and BANT sales strategies.
Here’s what happens when you combine KLTF, BANT, and X2CRM strategies:
- You close more sales with shorter sales cycles.
- You spend more time with your A & B prospects.
- You may be golfing, bowling, or at the opera – Whatever are your priorities.
Our robust CRM will free you up to pursue your highest priorities!
Let’s Talk KLTF and BANT
