Power Mapping Sales Archives - Kona - Sales and Management Training

6 Ways To Boost Your Professional Network.

Referred leads close six times more successfully than non-referred leads.

It makes sense right!

Referred leads come with much greater trust and credibility, as the leads are introduced by someone who already had a positive experience with your business.

The deal becomes much easier to close with the significantly reduced barriers to conversion..

However, you need to find your influencers — your loyal advocates who will influence purchasing decisions. This is where Power Mapping comes into play.

So What Exactly is Power Mapping?

A Power Map is a critical key in building your professional relationship network. Power mapping helps you identify, navigate, and influence the key stakeholders who drive purchasing decisions.

Power Mapping is a visual representation of essential relationships and behaviour patterns related to a sales initiative or campaign.

It’s a crucial tool used to arm yourself with vital information about a prospect’s business.

Core Power Mapping Questions

Who do you want to meet with?
What do you want to know about them?
To what extent can their behaviour influence the buying decision?
Does your team know how to draw up their own bespoke Power Map?
Do you have the right Power Mapping Coach guiding your team?
Does your team know how to use their pipeline contacts to improve relationships?
Where are your referrals coming from?
And crucially: does your team know how to effectively build long-term customer relationships?

Power Mapping Basics:

6 Points of Power Mapping your Team Needs to Know

Identify who you need to influence. Who is the key decision-maker?
Next, figure out who has influence over them (senior leaders, colleagues, family, former co-workers). Now, create a map showing the connections. (Figure 1)
Colour code all individuals based on their relationship with you. That is yellow for a close connection, blue for a loose connection, and red for none.
Highlight any “Power Points” — Anyone who connects to many other influencers or has significant influence over the decision-maker.
Chart out the Power Pegs on a grid, based on high-low levels of helpfulness and influence. (Figure 2)
Target those who are most influential and likely to support you. Create action steps to engage with them and leverage their relationships to gain access and influence.