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PLAN AHEAD FOR BUSINESS DEVELOPMENT
September 24, 2010
PLAN AHEAD FOR BUSINESS DEVELOPMENT – As we've said before, closing business does not begin with the presentation of an engagement letter. It begins with the introduction and first handshake-whether that happens at a conference, dinner, fundraiser, or even a PTA meeting. From there, it's important to plan ahead, to take the next steps, and working toward the closed sale.So what are the next steps in business development?If the prospect is a first-time acquaintence, offer to send an article on a relevant topic and suggest you'll call in two weeks to make sure the article was helpful. If you've been working on a proposal and haven't heard back form yur prospect, leave one or two voicemails and send an email; if these aren't returned after a reasonable amount of time,l suggest a specific time and day when you will be calling and confirm with voicemail and email. This can ensure that the person is available to speak with you and gives you the opportunity to plan for the next steps.Whenever there is a next step required to build a new client relationship, ask what day and time work best for your contact and let them know you'll be happy to work with their schedule. Closing sales never stops – it's a continuous process that requires “permission marketing” and a mutual commitment to taking the next step.
PLAN AHEAD FOR BUSINESS DEVELOPMENT – As we've said before, closing business does not begin with the presentation of an engagement letter. It begins with the introduction and first handshake-whether that happens at a conference, dinner, fundraiser, or even a PTA meeting. From there, it's important to plan ahead, to take the next steps, and working toward the closed sale.So what are the next steps in business development?If the prospect is a first-time acquaintence, offer to send an article on a relevant topic and suggest you'll call in two weeks to make sure the article was helpful. If you've been working on a proposal and haven't heard back form yur prospect, leave one or two voicemails and send an email; if these aren't returned after a reasonable amount of time,l suggest a specific time and day when you will be calling and confirm with voicemail and email. This can ensure that the person is available to speak with you and gives you the opportunity to plan for the next steps.Whenever there is a next step required to build a new client relationship, ask what day and time work best for your contact and let them know you'll be happy to work with their schedule. Closing sales never stops – it's a continuous process that requires “permission marketing” and a mutual commitment to taking the next step.
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