Episode 325

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Published on:

26th Aug 2025

Why B2B Relationships Start Before the First Pitch with Michael Haynes | RR325

Are your client relationships strong enough to earn their trust before the first pitch?

Michael Haynes, a B2B market specialist, author and speaker, joins me from Sydney. He guides us on how to unpack what it truly takes to win and keep business clients today. It’s not just about being client-focused anymore—it’s about becoming buyer-centric. We talked through his AIR framework (Advice, Insights, Recommendations), why trust is built long before the sale, and how business development now relies more on connection and value than cold calls and pitches. He also shares how strategic networking and micro-engagements like panels and roundtables can set you apart in a crowded B2B world.

If you’re a small service firm trying to grow, this episode is your reminder to stop guessing and start listening. You’ll get clear strategies to position your business as a trusted advisor—not just another vendor.

Highlights:

1. Beyond Client-Centric: Go Buyer-Centric - Michael explains why knowing the buyer’s priorities and decision process matters more than general client needs.

2. The AIR Framework for Real Impact - Delivering Advice, Insights, and Recommendations is how you prove your expertise and build credibility with decision-makers.

3. Why Relationships Close Sales Faster - He shares how warm intros plus value-based insight can turn long sales cycles into two-call conversions.

4. LinkedIn: Visibility vs. Connection - Michael talks about using LinkedIn strategically, from voice notes to DMs, to build true relationships—not just grow your follower count.

5. Listening as a Growth Strategy - Learn how structured conversations with clients and prospects can reveal gaps, improve services, and inspire innovation.

Connect with Michael:

Website: https://listeninnovategrow.com/

LinkedIn: https://www.linkedin.com/in/michaelhhaynes/


Check this out:

Get your free downloadable Go-To-Market Playbook for service firms at  https://listeninnovategrow.com/sme-playbook/

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In appreciation for being here, I have some gifts for you:

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Connect with me:

http://JanicePorter.com

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About the Podcast

Relationships Rule
It’s always about Relationships!
Imagine that 68% of our clients leave because they feel we don’t care. Then visualize having authentic heart-based retention strategies, proven to minimize client losses, while organically generating a substantial number of loyal clients through referrals.

Catch a glimpse of how Janice opens a conversation by applying her fine-tuned curiosity. Notice how genuinely interested she is in building a relationship with her guests – heart-based business owners and entrepreneurs. In mere minutes, guests generously share their most sweet and powerful retention systems that you can adopt today!

As a seasoned relationship marketing specialist, Janice invites us to listen in weekly, as she reveals how to nurture and build relationships in real-time.

The Relationships Rule podcast’s aim, is to help you naturally ease your networking fears, so you can adopt strategies that amplify your client list, because the facts are, that today, success is built on a foundation of strong relationships. You can relax now, knowing you can activate your relationship marketing plan, by simply tuning in to Relationships Rule each week.

About your host

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Janice Porter

I began my career as a teacher, was a corporate trainer for many years, and have now found my niche in coaching business owners to network at a world-class level.
My passion is working with motivated people, who are coachable and who want to build their businesses through relationship marketing and networking (offline & online). I help my clients create retention strategies, grow through referrals, and create loyal customers by staying connected.