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Category Archives: Business Development
Steps to successful strategic negotiation
There are six strategic steps that are essential for effective negotiation. You are the supplier and you have to have faith in your product or service, but you also need to know where the other party is coming from. As … Continue reading
Posted in Business Development, Negotiation, Selling
Tagged negotiation, selling, strategy
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How can you help me? Be prepared for this question!
Anyone who does business development activities needs to be prepared for a prospect asking them this question. I’m not trying to point out the obvious but seriously if you are asked this question do not launch into a list of … Continue reading
Posted in Business Development
Tagged Business development, pitching, Planning, preparation, sales, understanding customers
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Cross-selling: the ace up your sleeve?
We all know that it takes a lot more time and costs more money to win new business than to look after the clients you already have. On this basis, it should mean that cross-selling services in professional firms is … Continue reading
Role playing really works
You might look and sound silly (in your opinion) but this really works. Whether its a presenation, a phone call or a networking event where you want to try out a new approach – record yourself doing this. It will … Continue reading
Are you an effective networker?
In order to be truly successful at networking it is absolutely critical that you keep your promises – be sure to do what you say you will do. Few things can be more damaging to your credibility as a reliable … Continue reading
Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you may be able to relate to, your prospects are probably very busy – and constantly … Continue reading
Never underestimate the value of a contact
Regardless of how unlikely it may first appear to be, anyone could be a valuable business contact. The most obvious question being, ‘How can you know who they know?’ You can bet that the first time you make the mistake … Continue reading
Quick ideas for fast marketing results
As you start to develop your marketing strategies and begin to implement the work required, progress is 0f course being being made but some things take time to nurture. Here are 8 ideas for you to explore that have the … Continue reading
There is something to be said for just being ‘good enough’
Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be ‘good enough’ or even just ‘safe’. We can’t always assume that our prospects are motivated … Continue reading
Posted in Business Development, Customer Satisfaction, Pitching, Proposals
Tagged customer research, needs matching, pitching, proposals
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How does your business respond to competitors?
Are you proactive or reactive? Are you inclined to see potential opportunities or notice another failure? Are you actively aware of what your competitors are doing or are you only concentrating on your own business?