This Week’s Shift: Relational Equity Is Your Pre-Sales Infrastructure
If you’ve been doing this for a while, you’ve probably experienced this: You get on a call… And you can feel yourself trying to build trust in real time. Explaining more than you want to.
Filling in gaps that shouldn’t be there. Working harder than the situation actually calls for. …and kind of wishing they’d just say yes so you can both move on. And then you have another conversation where none of that happens.
They already trust you. They’re already leaning in. The decision feels… easy. Same offer. Same you. Different starting point.
That starting point is everything.
1. Stop building relationships randomlyMost people are “networking.”
That’s not what this is. Relational equity comes from being in the right rooms, with the right people, consistently. Two groups to think about:
1. The people who could become clients 2. The people who already have their attention That second group matters more than most people realize.
When you’re trusted there, you don’t walk into conversations cold. You walk in with context.
2. Remove the transactional timingPeople can feel when you only show up when you need something.
It changes everything. Instead, think about staying in motion. ↳ Reach out when nothing is on the table
↳ Share something that’s actually relevant to them ↳ Let people know you’re paying attention One of the simplest things I’ve seen work over and over again is this:
“Hey, I saw this and thought of you.” That’s it. No pitch. No angle.
I’ve seen that turn into six-figure opportunities months later. Not because of a follow-up sequence. Because the relationship was already there when it mattered. |