So imagine you’re a baseball player. You’re the lead-off batter and you’re standing in the on-deck circle taking a few warm up swings prior to stepping up to the plate. You stride to the batter’s box and begin to settle in, getting ready for the first pitch. Suddenly the home plate umpire gives an authoritative gesture and you see him motion for you to take the base. No pitches, no swings, no dueling with the pitcher to get a hit. None of that. You’ve been given a walk. You can hardly believe it. No, not so much because you’ve been given a free walk, but because the umpire is directing you to take THIRD BASE!! WHAAA??!!
Yes. It’s clear. He wants you to take third base. You know that the majority of the times you’ve been up to bat, you don’t get to first base, and fewer still are the times you’ve made it as far as third. You were all prepared with your around-the-bases strategy like you’ve done so many times before, but none of that is necessary now. Sure enough, you are now standing 90 feet away from scoring a run. Wow! You imagine that if a ball player could figure out how to do this every time, he wouldn’t even need to own a bat!
Ok, so that never happens. Not in baseball, anyway. But it can happen to you on a regular basis in your business life if you learn how to do it. You can bypass the traditional sales prospecting process and go straight to connections with qualified buyers seeking your product or service. A free walk to 3rd base! In baseball, most of the effort in scoring runs is directed at getting on base, specifically 1st base. Once that’s accomplished, the strategy shifts to getting around the bases and scoring a run. In a business context, the buying/selling process is much like a baseball player running the bases. Scoring a run is the equivalent of making a sale; gaining a new customer/client. Just as a batter typically sees many pitches before connecting with one, in business it takes a lot of prospecting to secure a simple presentation that represents potential new business, which is equivalent to reaching 1st base. It’s the universal law of large numbers. The strategy changes here just as it does for the baseball player. The objective of working around the bases in a business context involves answering questions, giving demonstrations, addressing objections, quoting, etc. All of this advances the “runner’ to 3rd base. From there to home plate, of course, is the close.
So what is all that “free walk to 3rd base” stuff all about? In your business, getting a free walk to third base is like getting a qualified referral. It’s when you are connected to someone who is in the market to buy your product/service. And the connector? It’s someone who knows both parties and simply makes the introduction. Leveraging the relationship that the connector has with both parties eliminates all of the prospecting process and greatly simplifies the sales process. No more “maneuvering around the bases” with the usual sales process! No more picking up the 1000 pound phone, no more sweet talking “bulldog secretaries”, no more knocking on the doors of total strangers, trying to schmooze your way in. No more of ANY of that high effort/low success rate activity. Why? Because both parties already want to talk to each other! THAT’S the free walk to 3rd base! The only remaining part is for both parties to determine if they want to do business with each other. When they do, they BOTH score a run. They both win!
“Batter up!…………………………..take your base. THIRD base!