Category Archives: Business Development

5 strategies to kick-start your lead generation process

Posted on June 22, 2017 by Marie

We all know what we should be doing but sometimes a quick recap revitalises our focus. The best marketers channel their efforts at the front end of the sales and marketing process and here are 5 ways to revitalise lead … Continue reading →

Posted in Lead generation | Tagged , , | Leave a comment

Eeny, meeny, miny, moe – I’ll have that one..

Posted on June 17, 2017 by Marie

How do you make your prospects choose you above your competitors?  What reason do they have to do so? There are lots of pitch stories out there but one that sticks in my mind is the very brave design agency … Continue reading →

Posted in Business Development, Pitching | Tagged , , , , , , | Leave a comment

Never underestimate the value of a contact

Posted on June 12, 2017 by Marie

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 →

Posted in Business Development, Communications | Tagged , , | Leave a comment

Give your customers a reason to listen to you

Posted on May 27, 2017 by Marie

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 →

Posted in Business Development, Communications, Copywriting, Marketing, Promotions & Incentives, Strategy | Tagged , , , , , , | Leave a comment

Role playing really works

Posted on May 17, 2017 by Marie

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 →

Posted in Business Development, Presentations | Tagged , , , , , | Leave a comment

There is something to be said for just being ‘good enough’

Posted on April 28, 2017 by Elite Edge

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 , , , | Leave a comment

The power of asking the right questions

Posted on February 23, 2017 by Marie

The power of asking the right questions The best way to learn about your clients (or prospects) is to get them talking about themselves.  The more thoroughly you know your clients the better you are able to anticipate their needs.  … Continue reading →

Posted in Business Development, Research | Tagged , , , , , , , | Leave a comment

Be careful – getting the business can be the first step to losing it

Posted on February 10, 2017 by Marie

Most people work very hard to win new business and nothing is too much trouble.  You can generate significant sales for a service simply by promising miracles. After doing that, you have a new client who can hardly wait to … Continue reading →

Posted in Business Development, Customer Service | Tagged , | Leave a comment

Cross-selling: the ace up your sleeve?

Posted on January 25, 2017 by Marie

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 →

Posted in Business Development | Tagged , , | Leave a comment

Get your prospect approach communication right

Posted on July 23, 2016 by Elite Edge

The key to writing an effective and compelling approach letter or email is to focus on good communication. Keep your letter specific – avoid being too vague or over-generalising as you may fail to engage your audience Make sure your letter is … Continue reading →

Posted in Business Development, Communications, Copywriting, Direct Mail, Email Marketing | Tagged , , , , , | Leave a comment