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?
- Find the REAL decision-makers. We’ve been there – talking for months to who you think is the decision-maker, but find out it’s someone else with the power to make decisions.
Next, figure out who has influence over them. For example – senior leaders, colleagues, family, former co-workers. Then create a map showing the connections. (Figure 1)
- Their trusted inner circle has outsized influence. Discover and track who their influencers are. Who gets CC’d. Who is having conversations with who between and after meetings.
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.
- Think of this as your relationship temperature check – it’s not just about who you know, but how well you know them. Getting this right helps you predict deal outcomes with remarkable accuracy.
Highlight any “Power Points” — The power players who connect to many other influencers or have significant influence over the decision-maker.
- Every organisation has people who seem to know everyone and influence everything. Finding them can cut your sales cycle almost in half.
- Watch who gets consulted on big decisions
- Notice whose opinion others always seem to quote
- Track who’s leading the key projects
- Pay attention to who can get meetings scheduled quickly
Chart out the Power Pegs on a grid, based on high-low levels of helpfulness and influence. (Figure 2)
- Map out where each contact sits on influence vs. support
- Keep updating as relationships evolve
- Plan your moves based on where people end up
Target those who are most influential and likely to support you.
- Create action steps to engage at multiple levels and leverage their relationships to gain access and influence.
- Create personalized plans for these key players
- Share insights and provide value that actually matters to them