When business developers show me their client and prospect lists, if they are working in a business to business environment, I am typically presented with lists of company names. A few months later when we revisit the lists, invariably a few companies have been added and a few removed. The focus on companies not people… 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…
Using evidence to attract prospects
One tactic to help convince a prospect in a proposal or presentation of the merits of your solution is to provide evidence of how you have helped organisations that faced similar challenges. Evidence is important because… It builds the prospect’s trust in you, which is important as people buy trust first and products and services second It… Read more…