Finding time for new business development can be difficult for many entrepreneurs. There always seems to be another priority or a pressing task. Not making the time to pursue new business, however, is a sure-fire way to an empty pipeline and slow sales.
Don’t stall your growth. Here are 10 tips for fitting new business development into your busy schedule.
Have you ever noticed how people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four months before year-end. People develop what I call the “back-to-school mentality.” I see it as much among adults as I do among students. In the corporate world, vacations are finished, meetings that didn’t happen over the summer are now on the calendar and decisions are being made.
Why are corporate people more serious during the last four months of the year? Here are a few reasons. Executive decision makers have until year-end to make things happen before their reviews. Not only do they need to complete initiatives on their list to receive bonuses and great scores, but also, those looking for promotions must showcase themselves to management. Further, many decision-makers have to use their annual budgets before they lose their annual budgets.
What does this mean for business owners and salespeople? Opportunity! Below are five ways captured sales opportunities while helping corporate decision-makers achieve their goals.
A sales message designed for one situation will not necessarily work well in another. For example, you may have perfected your 30-second elevator speech (or “30-second commercial,” as it’s often called). This works great if you are actually in an elevator and have someone’s complete attention. But it will get you those glazed looks if you try to work 30 seconds of monologue into a conversation in the buffet line at a networking event.
Why waste the rest of August cleaning your office? Make the most of your summer by seizing new business opportunities while your competition plays miniature golf! Most business owners and salespeople assume making prospect calls in August is pointless because decision makers are on vacation; however, most aren’t gone for all four weeks. What does this mean for you? It means people are at their desks, often in good moods and are more likely to pick up their phones to speak with you. Seize this valuable opportunity and boost your business with these seven key strategies.
By Caryn Kopp, “Chief Door Opener” at Kopp Consulting and an EO New Jersey member
When decision makers say, “No thank you,” should you keep trying or cut your losses? My experience is that as long as the prospect is someone whom your research indicates is an “A” level prospect there is no reason to give up, unless you receive new information that makes you believe he’s no longer an “A” level prospect. Analyze the approach that brought you to the “no thank you” and see if a different approach will yield a different response.
By Caryn Kopp, an EO New Jersey member and Chief Door Opener ofKopp Consulting
Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her perspective from the other side of the desk. She talked for a while providing great feedback and then she fell asleep. When she woke up she shared one more insight and this is the one she was most passionate about.
Welcome to 2014! I wish you all a happy, healthy and prosperous new year!
For many, the beginning of the year can be a time to reflect on decisions made over the last 12 months. What worked, what didn’t? What to continue doing to meet your new year’s goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be helpful to lend a piece of advice that has kept many on the right track.
I was recently asked, “What is your single favorite piece of sales advice?” I say, “Have a healthy respect and empathy for decision makers.” These days decision makers are doing more than just their jobs.
By Caryn Kopp, Chief Door Opener, an EO New Jersey member and Managing Director and Chief Door Opener® of Kopp Consulting, LLC
Have you experienced this? You receive a request for a proposal, spend precious time crafting it, hit “send” and anxiously await a response. And then you’re rewarded with nothing but silence. You follow up with an email. Nothing. You leave a voicemail. Nada. You send another email. Still no response. Welcome to what I call the “Big Black Hole” of business proposals – where proposals go to curl up and die.