If your approach to developing new business is based only on identifying and approaching prospects, you might be missing out on attracting business to you What is attraction? Put simply, it’s about undertaking activities that put yourself and your business in front of your audience and then attracting those potential clients, customers, sponsors and donors… Read more…
Demonstrate your way to new business
If you really want to attract more business, take the opportunity to demonstrate your competency rather than tell your prospects how competent you are. Imagine that you have identified three attributes that you want to convey in your marketing materials (website, brochures and proposals) and face to face communication (prospect meetings, networking and presentations). Let’s… Read more…
Get experienced and attract new business
If you really want to break through the communication clutter and attract your audience focus on getting your audience to experience what you have to offer Create an emotional connection Experience provides an opportunity to create an emotional connection with your audience, more so than a testimonial or telling your audience what your product or… Read more…
Specific questions lead to precise solutions
If there is one sales and business development skill that I recommend you have in working order it would be your questioning technique The ability to question allows you to identify the real issue that your prospect requires a solution for, providing you with the opportunity to provide a precise and unique solution Drill down… Read more…
Closing the sale – getting your prospect to say yes
The thought of ‘closing the sale’ tends to put people into two camps; those excited at the prospect of securing the deal and those nervous and even nauseous at the prospect of getting someone to say yes with the possibility of them saying no For the latter, the concept of closing is often something they… Read more…