Our top 3 tips on business development

1. Be quick off the draw

Before starting, list all the potential objections you imagine you could come up against (e.g. “We already have a supplier for this”) and then list your possible replies. This will ensure you won’t get cut short at the first objection.

Replies which are a question will help to open up the conversation. E.g. “Does your current supplier look after xx for you?”

2. Ask don’t pitch

When speaking to potential prospects, don’t just concentrate on pushing your pitch and hoping for interest at the end.
Asking lots of questions will not only involve the prospect into a more natural two way dialogue in which they feel involved and in control, you will be able to adapt your sell points to fit their comments.

3. It’s not all about cold calling

Whilst picking up the phone and speaking to your potential customers is the quickest way of making progress and getting a thorough understanding of their needs and wants, don’t underestimate the power of email.
An email that has a personal tone of voice, and is totally targeted to the person you are contacting can cut through gate keepers and capture the attention of even the busiest person.

Lastly, don’t be coy!

Don’t hold back in telling potential prospects which other companies you have sold your services to previously (if the companies are recognisable names to the prospect). It is one of the quickest ways to establish yourself in their mind as worthy of their attention and money.

Inside specialise in understanding their clients’ ethos, offering and customers better than any other business development service, and subsequently deliver significantly better results.