Tag Archives: business development

Finding new biz during the summer slowdown

Anyone who knows me will eventually learn that I can’t sing the praises of people I know and trust enough (although I probably should). One of those organizations I’m always happy to tout is Sales Results. If you’re a person who knows how to provide a great service but doesn’t know how to sell himself very well, you’re not alone. Most people I come across are like that. They’re very good at what they do, but they freeze up at the thought of giving a really compelling “pitch” to others over 30 seconds or more.

Jim Sheehan of Sales Results was an extraordinary help to me in this regard and I have a feeling I’m not done learning from Jim either. I’m certainly not done learning from his partner, Steve Fretzin. That’s why I hope you’ll join me this Friday for a great networking event and seminar that Steve is giving called “The 1-2-3 Punch: Finding, Selling and Closing The Deal.”

You’ll learn about some fantastic new strategies for getting clients through methods that aren’t too “sales-ish.”

Steve will be talking about areas such as:

  1. Challenges and inhibitors to obtaining new business
  2. Why clients want to “buy” as opposed to being “sold”
  3. Ways to measure business development success; the cycle
  4. Leveraging the “low hanging fruit” to obtain new clients
  5. “It’s all about the relationship” – trite but true
  6. The role of a coach – including planning, implementing a process, and accountability
In short, if you come away with as many useful tips as I think you will, it’s going to be the best $15 you ever spent.
To register for the event, just follow this link – http://www.salesresultsinc.com/calendar/details.asp?id=875Seating is limited, so get in while you can.

Hope to see you there.
-Dan

Is There A “Chicago Style” of Business Development?

Note from Dan: Today’s Chicago Brander post is from guest blogger Steve Congdon of Thunderclap Consulting Group. Drawing on the experience of over 200 pitches, Thunderclap helps marketing communications agencies and other professional service firms win more new business. I’ve had the pleasure of meeting Steve and find his blog a must-read for anyone seeking a better way to get into more pitches and improve their close ratio. Call him at 773.637.5203. You’ll thank me after a conversation with Steve.

Steve Congdon, Thunderclap Consulting Group

When you think Chicago and personalities, what comes to mind?
A what-you-see-is-what-you-get kind of mentality? Da Bears? An Everyman quality? 
Is there a Chicago style of prospecting and salesmanship?
And, if there is, how might be it applied?

Here are three quick thoughts:

Get belly-to-belly.
No matter what is being sold, conversations lead to understanding, which can lead to sales. In my world, ad agency new business development, going belly to belly could mean exchanging a phone call with an in-person meeting. Or, adding a social event to the pitch process that augments your understanding of “your prospect.” The more you know you know about these people, the more you can understand if you want them as a client and how to make that happen.

Work a bit harder.
For brand stewards, this can mean offering up something free.  For business development professionals, it could suggest doing something unexpected, but helpful for your prospect. Like, for instance, writing up an analysis on some competitive activity. Or sending an email past 9p with a relevant link to a cool online story.

Be real.
Another Midwestern trait. For now, let’s define this as being yourself. Can you imagine George Wendt making a stiff, formal presentation – using huge words that tie him up, making both him and his audience uncomfortable?! Nah. It’s just not his brand.

While I honestly think there may be some positive qualities that prospects might be willing to apply to you when you associate yourself with a “Midwest” or Chicago label, these are more likely to affect business success early in the sales game. By that, I mean the label creates perceptions before you even meet someone. Not a bad thing. Certainly nothing “second” about it, (he wrote proudly).

And, of course, you don’t have to be from these here parts to try any of the above. I happen to know people from both coasts who are very nice, despite wanting ketchup on their hot dog.

So what do you think? Is there a “Chicago Style” of business development? And if so, what are those traits?