business development

Waiting for things to happen

by Andy Lopata on February 15, 2013 · 0 comments

Business people planningOver the years I have run many seminars and training sessions on referrals strategy. I have asked a lot of business audiences where their best and most effective new leads come from and the vast majority will always reply ‘word of mouth’, ‘recommendation’ or ‘referral’. Yet, when I ask specifically for them to describe what strategy people have in place, I am met with blank looks.

On the whole, companies believe that if they deliver good service, their customers will refer them naturally. This is a passive approach, and in reality quality referrals are unlikely to be forthcoming. [click to continue…]

There’s a strong chance that you have been communicating the wrong message to your potential customers as soon as you introduce yourself and hand them your card, without even realising it. This is particularly true if you are in a sales role, but not exclusively.

I first spotted this issue when running a LinkedIn workshop with a group from one of my clients. I talked about the ‘Professional Headline’, the field on LinkedIn that appears just below your name and describes what you do for a living. [click to continue…]

Put your hand up if you know that just being good at what you do is not enough to guarantee success in business (or anything) these days.

If you’re in business, you’ll understand that it’s not enough to be a technically good, or have a good product. You’ve got to market yourself, your products and services so you’re not the best kept secret in the world.

In short, you’ve got to be easy to find and easy to engage. It’s no good being great but anonymous. If you have a business development angle to your role (and let’s face it, who doesn’t, these days?) then you’ll be familiar with the term networking. You’ll also know that, if it’s done right, it can be one of the best low-cost and no-cost forms of marketing there is. [click to continue…]

9 ways to get into the diary of busy people

by Heather Townsend on March 28, 2012 · 2 comments

Over the last year, I have definitely become what are known in the trade as a ‘busy person’. White spaces in my diary have become a bit of a rarity… This has prompted me, based on my own experiences, to write an article helping you get into the diary of a busy person.

I think that the first thing to acknowledge is that don’t get upset if you get turned down, if you don’t ask, you don’t get. Such is the way with things in life. [click to continue…]

How to find time to network when you are really busy

December 30, 2011

If you, like me, are someone who uses networking to find new business then you will know how tricky it can get to make time for networking during those busy times when you have more client work than you can handle. When I was new to networking I just copied what everyone else was doing. I would network like crazy when I needed more work and then when things picked up and client work started to flow, I would cut back on the networking.  The trouble with networking like this is you end up getting caught in the  ‘Feast or [...]

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4 great times to ask for referrals

November 30, 2011

Let’s talk about referrals. They are the lifeblood of your business. You know you need them and hopefully you’re good enough to deserve them. But you don’t ask for them! One of the four main reasons you don’t get referrals is you’re not entirely sure of the best and worst times to ask. There are critical moments of truth when you have a ‘green light’ to ‘go for it!’

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5 reasons why people fail to generate more leads from networking

October 6, 2011

Business networking seems so easy. Yet so may people fail to generate as many leads as they could. In this article I list the top 5 reasons I have found for people not generating more sales leads from business networking.

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