If you own your own company, it doesn’t really matter what your title says on your business card or Linked in profile, your main activities will be closely tied to Business Development which is another way of saying sales. Basically, you are your own rainmaker. And nobody will ever care as much as you do about bringing in quality business and following up on promising leads.
I want to share some of my hard-earned and hard-learned tips and mental strategies I’ve come across in my 30 plus years bringing in the business.
1) You can’t win over everyone but you should certainly try.
2) If you do business well for your customer or client one year you may or may not be their viable choice for the next year.
3) In reference to point 2, it’s still extremely important to keep your client/customer relationships fresh and top of mind prior to asking for continued business the following year.
4) Always be searching for new business opportunities and creative ways of working with different types of clients.
5) Follow up, follow up, follow up… Did I say follow up? Please remember to keep following up. Follow up until your customer or client gets sick of you following up. Then stop at least until the next business acquisition cycle and reach out again and let them know you’re still around and still looking to include them in your plans.
6) Always do what you say and if for some reason you slip up then apologize and fix the situation to rectify your initial promise.
7) Display a positive attitude whether you’re getting the business or losing the business. Allow your optimism to rub off as you engage in conversation, dialogue or debate.
8) Maintain a foolproof system of writing down important talking points, promises, names, numbers, potential referral opportunities.
9) Ask for referrals once your business is secure and you’ve reached your first positive milestone together. It doesn’t make sense to ask for referrals until you’ve proven what you can do and that you’re not only a safe bet but a sure bet.
10) Keep smiling internally and externally. The game is ongoing and it’s mostly in the mind. Get your thoughts straight and your emotions will follow.
There are so many factors going on in other peoples businesses that it would be impossible to always get your timing right. Just like being ready to take on a huge responsibility, we’re almost never ready so don’t drive yourself nuts trying to time every move perfectly. Just set your goals each day, write down what you think and feel you can accomplish then start making those calls, connecting with people, getting out of your office to meet new people and make some cold calls. Get your “adventuresome personality mindset” head on.
It’s a mind game and it’s all in your own hands. Set your mind and emotions to WIN MODE and go out and have some fun! My favorite thing to remind myself each day is that the pressure is on them not me. I’ve got the best product/service/solution etc. and I’m the most caring and compassionate person they will ever meet. As well, I’m equipped with an edgy and sharp intellect that will be able to add massive value to their businesses. They are the ones that need to recognize that saying “no” is a bad option and my job is to provide them with the ways and means possible to make it easy for them to say YES!!
is the author of international best-seller “The Making”. He writes, speaks, inspires, motivates and teaches on the most important aspects of your business including Sales, Coaching, Team-Building, People Management and Business Development. Get weekly access to his blog & training videos FREE by subscribing HERE! and when you sign up you will get Instant Access to his Sales Skills Training Video.