Welcome to the Nearbound Daily Newsletter—the #1 partnerships newsletter in the world keeping thousands of partner professionals on top of the latest industry principles, tactics, and trends. nearbound.com is a project of Reveal. Join the movement here.
PRINCIPLES
Learn enough to be dangerous
You don’t have to be a nearbound expert. You just have to know enough to be dangerous.
In your role. In your company. In your industry.
Most people make the mistake of either:
Trying to understand everything before they start
Starting before they know anything
Make “dangerous” your goal.
TACTICS
How to ask clients for referrals
If you want someone to give you a great referral, don’t ask, “Who do you know…”
Why? It’s overwhelming.
You ask the question and a hundred faces flash through their mind.
Unconsciously, they start to panic and the phrase, “I can’t think of anyone right now, but when I do I’ll let you know” comes out of their mouth.
That’s when you know you’ve lost the referral.
Bob Burg, co-author of the best-seller, The Go-Giver, chatted with Max Traylor and explained a better way to ask for referrals. It’s his secret to endless referrals.
When someone knows, likes, and trusts you, they want to help you succeed but you have to help them help you.
The secret: Rather than ask general questions, create individual small funnels to make it easy for a person to come up with names.
For example, let’s say you’re talking to someone named Don and you know Don is a golfer. You can say, “Hey Don, I know you golf a lot. Do you play with different people or the same people?”
Pause and wait for Don to respond. He shares the names of the people he plays with.
Now you can say, “Don, do you think any of those individuals might be open to or interested in [your product or service]?”
You’re only 45 minutes away from mastering referrals.
RESOURCE OF THE DAY
Jason Lemkin & the CMOs of HubSpot and Zapier on the state of the market
The state of the economy is not a good excuse for complacency.
The King of SaaS, Jason Lemkin, and two legends of marketing, Kipp Bodnar and Kieran Flanagan, got together for an epic episode of Marketing Against the Grain where they shared their thoughts on AI, marketing, automation, and the market.
They did not hold back.
Here was my favorite point they made:
The current economic climate is not necessarily a downturn, but rather a “side turn,” and many founders are using it as an excuse for not innovating or adapting their products.
Sure, there are a lot of companies struggling to hit their numbers, but instead of writing it off as just how it is, this is an opportunity for you to iterate and find out what works.
This is an opportunity for you to get ahead.
Read Jason Lemkin’s notes on the episode here.
UPCOMING EVENTS
Stuff you don’t want to miss!
May 2nd—The Era of Ecosystem Orchestration is (Nearly) Here—Join 360 Insights and their close partners to unveil their new ecosystem project that stands to redefine their marketplace forever. Register here.
May 7th—MartechDay 2024—Join Scott Brinker (VP Platform Ecosystems at HubSpot) and Frans Riemersma (Founder, MartechTribe) to release the latest Marketing Technology Landscape graphic. It’s a celebration of the thousands of talented people working in martech, at brands, vendors, and across the community. Scott and Frans will also be interviewing key leaders for their deep domain-specific knowledge. Register here.
Nearbound Summit 2023 Recordings—The future of GTM is Nearbound. Watch the recordings to hear how B2B leaders across departments unite with Nearbound strategies and tactics. Listen here.
You’re all caught up.
RECENTLY PUBLISHED ON NEARBOUND.COM
The Future of Sales Enablement: Integrating the Nearbound Strategy in Your Cold Outreach Efforts by Jeremy Chatelaine
Integrations as a Growth Lever by Jessica Fewless
Nearbound Ops: Leveraging Nearbound Data and Operations to Optimize Revenue
Mastering Nearbound Customer Success: Key Takeaways from the Nearbound Book
The Role of Nearbound Partnerships for Customer Success by Alper Yuder
How Nearbound Can Help Keep and Win Back Customers by Delphine Le Person and Isaac Morehouse
Howdy Partners #69: Why Fractional Partner Management? with Pat Ferdig
Nearbound Podcast #158: Why Agency Programs are the HARDEST. The Pirate Island Problem, with Max Traylor
Partner Up or Perish: A Review of the Nearbound Book by Antonio Caridad
See you tomorrow
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nearbound.com is a project of Reveal.co
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