The telephone is a communication vehicle where you only have one chance to make a first impression and like many aspects of the business development process, preparation can dramatically enhance your performance. Here are some points you might like to consider before your next call. Physical location Ensure that your physical location is conducive to… Read more…
Approaching Prospects
One of the common complaints I hear from people involved with approaching prospects is that they have tried to approach a particular person but are unable to get the chance to speak to them. Maybe it’s not the response that is the problem but your stimulus! If you adopt a standard approach you will generate… Read more…
Your next prospect call – what to say in the first 30 seconds to attract clients and sponsors
In the first 30 seconds of a prospect call, based on what you say and how you say it, your prospect will evaluate whether it’s worth investing time in listening to you and continuing the conversation. You need to demonstrate in the first 30 seconds that continuing the conversation is in their interests. If you… Read more…
How to balance quality and quantity in your business development activity to get the clients and sponsors you need
Two of the key reasons business developers are not successful at attracting clients and sponsors are the opposite sides of the same coin – activity. Mistake 1 – Too little activity This is where someone simply does not undertake enough activity to fill their prospect pipeline and consequently does not generate the required number of… Read more…
Finding your “sweet spot” of activity when approaching prospects
An important issue in business development is finding the right balance of quantity and quality when approaching prospects. People who are unsuccessful in this regard fall into two groups. The first group is people who don’t approach enough prospects to meet their pipeline targets; a lack of urgency is present. Some people can spend too… Read more…
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