Referred leads close six times more successfully than non-referred leads.
However, you need to find your influencers to generate them. This is where Power Mapping comes into play.
But what is Power Mapping?
A Power Map is a visual representation of essential relationships and behaviour patterns related to an initiative or campaign. A Power Map is a crucial tool used to arm yourself with vital information about a prospect’s business.
Additionally, a Power Map is key in building your professional relationship network.
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.