Mo asks Angela Meyer: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Angela's favorite strategy is the Give to Get. Giving somebody value or knowledge they didn't have before is a great way to start off a relationship. If you continue to show interest in someone personally, and not just professionally, and provide them value that can help them grow their career, they are going to care about you. You have to break someone out of the rut of working with someone else if it's not you. Building trust and deepening the relationship in the beginning is crucial to starting things out. Angela has seen a number of her former colleagues help clients and prospects by summarizing the science on particular issues like climate change, sustainability, and environmental compliance. There is a big difference between forwarding an article to a client and talking the person through the content. The hardest thing is asking for the business, which is why you should simply ask for the next step. No is just another answer. You have to be able to explain more and give more so that eventually the answer is going to be yes. You can't assume your client is going to read and consume the content you send them. You have to ask them for the opportunity to explain how it's helpful and why you sent it to them. Mo asks Henning Streubel: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Henning's favorite idea is the Herrmann Brain Dominance Instrument. It's vital to understand how you, your team, and your prospects think. Henning is an analytical thinker, and understanding this gives him greater insight into how he can communicate with another person who can compliment that with their own thought preferences. Henning took his team through the HBDI process to get a good idea of how his team thinks and where there might be any gaps. This allows the team to cover all the quadrants. Externally, Henning has a few questions that he asks to get an idea of how a person thinks. Within 30 minutes he usually has an idea on the other person's thinking style and can start tailoring his communication to cover the aspects that are most important to them. When it comes to an analytical thinker, Henning would lay out the numbers and the facts. For a procedural thinker, he would lay out the next steps in the process of working together to give them execution certainty and confidence in Henning's ability to get the job done. For an empathic thinker, he would focus on the tools and skills that the client team can learn by working with them and the change management that will help people be successful. For a strategic thinker, Henning starts with the purpose of the work. He creates a future perspective and vision around how the work will change the company with a transformative impact. The work is done between the first meeting and the last meeting. This is why building it together is so important. Bringing your client into the development of the solution and building their thoughts and concerns into it makes it far more sustainable. Mo asks Jonathan Reckford: What's your favorite science, step, or story from GrowBIG Training or the Snowball System? Jonathan's first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners and tailoring the conversation to how they process information and think. Wrapping your data into a story is a great way to hit on more of the four ways people think, but also make your data more memorable at the same time. Jonathan's second favorite is simply discipline with the Protomoi List. Every month, Jonathan and his team review his list and look at how they are adding value to those relationships. The takeaway was the discipline and rigor of being very intentional about your most important relationships. Jonathan makes sure that there is time booked into his calendar to make connections, either physical or digital, with the most important relationships in his life. Sending a note to someone has more weight to it when they know you're busy. Mentioned in this Episode: GrowBIGPlaybook.com MeyerVorst.com Angela Meyer, PhD, PE on LinkedIn linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly habitat.org linkedin.com/in/jonathanreckford Our Better Angels: Seven Simple Virtues That Will Change Your Life and the World by Jonathan Reckford