Richard Woodward

Strategic Planning Facilitator, Business Development & Sponsorship Training

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Snowball your performance to attract more business

If you are involved in attracting clients, customers, sponsors and funding the chances are that you undertake a range of activities such as presenting, pitching, appointment setting, networking and meeting prospects.

Each of these experiences provides an opportunity to improve your ability to attract more business.

A simple and powerful process to improve your performance

After each activity take a moment to ask yourself

What happened during the activity? What went well and what could have worked better?

What conclusions can I draw from the experience?

What am I going to do differently next time as a result?

Give yourself the opportunity to improve

If you ask these questions at the end of each experience you create the possibility for enhanced performance. If you don’t ask yourself these questions and you act next time in the same way that you have previously, the chances are that your future result will be the same

Here are examples of how you can learn from all your experiences

Learning from the things that go well

Let’s say that you observed that the research that you undertook on a prospect prior to a meeting allowed you to engage in a meaningful conversation about their business

The experience reinforces for you the link between prospect research and productive prospect meetings.

So what are you going to do going forward? You will ensure that you undertake research before every meeting

Learning from the things that go less well

Let’s say that you left the same meeting not 100% sure about the real needs of the prospect.

You replay the meeting in your mind and recall that you did not confirm back to the prospect your understanding of their needs at the end of the meeting

The experience tells you the importance of confirming back (part of active listening) to ensure that you have clearly understood their needs and to demonstrate clearly that you understand their needs

So now what are you going to do? You commit to undertake “confirming” at every meeting and to spend time practicing these skills

The advantages of this approach are that

Like a snowball (the larger it gets, the faster it goes, the larger it gets and so on), the small improvements that you make, activity by activity and day by day can lead over the course of a year to a significant increase in your ability to attract business

So take a few moments today to start your snowball rolling

Categories: Business development, Propositions, Proposals and Presentations

RICHARD BLOGS REGULARLY ON:

  • Business development
  • Client retention
  • Propositions, Proposals and Presentations
  • Questioning and listening skills
  • Sales techniques
  • Sponsorship and corporate partnerships
  • Strategic Planning Facilitation

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About Me

Richard is a business development strategist, trainer, speaker and author who has worked with leading organisations since 2004 to help them attract and retain new business.

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Richard Woodward & Associates Pty Ltd PO Box 908 Bondi Junction 1355 Sydney, Australia

Phone: + 61 2 8964 4350
Mobile/cell: 0414 886 018

Email: richard@richardwoodward.com.au

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