11 Step New Business Development Process – Stick to it and Grow Your Business

There is an old saying “If you don’t know where you are going, any road will take you there.” The following 11 step process is a road map for identifying, tracking and landing new business. Unfortunately I can’t do justice to the process in one article but I hopefully will provide you with a good overview. In my seminars and workshops I have found this process helpful to many small business owners. Seeing the big picture of new business development, recognizing areas of missed opportunities and assisting in the elimination of that overwhelming feeling can move an entrepreneur to utilize the many marketing tools available to increase their business.

Warning: Do not expect to do this all yourself. Consider a family member or friend to help. An administrative assistant is a worthwhile investment, if you can afford it. Make sure they want to do the job and they understand your business.

1. Goal Setting – Pick a dollar figure you wish to attain for the year. Make it realistic. A desired salary is a good starting point. A financial goal is needed to help work out how much business must be conducted.

2. Prospect List – There are many places to acquire prospect lists. You usually have to purchase them but not always. Remember, you get what you pay for. Get lists from list brokers, associations, magazines, networking groups, Chamber of Commerce, and other companies with similar target groups to yours. You tend to pay more money for newer more accurate and more specific information.

3. Qualifying Prospect Call – No matter where you get a list or prospect name you must do 2 things. Check the accuracy of the information and make sure this contact is in fact the real prospect. Do Not Try To Sell Over The Phone at this stage.

4. Database – Take the prospect information out of the shoebox and put the information onto a database. There are many inexpensive contact management software packages available. They will make your prospecting 10 times more efficient and effective.

5. Lead Generation Package – No cold calls. Before you make a contact with a prospect send out a lead generation package. This could be a post card or letter or simple flyer. Printed and mailed is better than faxing. All you want to do is whet their appetite. Tell them a little about your product or service. Who you are, what you do, why you are different.

6. Lead Generation Follow-up Call – Make sure they have seen your lead generation piece. Determine if they can use your product or service. Do Not Try To Sell Over The Phone at this stage. Set a meeting; put a face to a name for your benefit and for theirs. (If your product or service lends itself to telephone sales and it is not cost effective to meet in person, go ahead with the sell.)

7. (A) Interested or Immediate Need – This means you will need to have a first meeting/presentation.

(B) No Need – Track them with follow-up calls, newsletters etc. If they have no need now, they may need you in the future or this contact may move on and be replaced.

8. Meeting Presentation Package – You are not going in to do a huge elaborate presentation; because you don’t know what they need yet. Remember, your job is to find out what they need. Rule for first meetings is 80% listening and 20% talking. You may also, at this time, introduce some additional information on your company.

9. Proposal – Could be in written form and sent in or preferably presented in person. Either way you have a limited amount of attention from your audience. When in person you have a limited amount of physical time. Ask how long you have before you get there. Avoid unnecessary background, review the opportunity and get to the point quickly. Backup data and more information on your company can be included in the written proposal. If the audience wants to know more they will ask or review it later.

10. (A) First Job – Congratulations, remember it is an opportunity to prove yourself, don’t blow it. Follow-up make sure everything went well. Many unhappy customers won’t tell you. They just stop calling.

(B) No Immediate Need – Track prospect send newsletters etc. Circumstances change. Your job is to get on their shopping list, preferably at the top.

11. Ongoing Relationship – Introduce new products/or services keep in touch. It’s your responsibility to stay top of mind with them. Out of Sight Out of Mind.

Tips for Business Development

This article is focused on providing the key place to start when looking for the best tips for business development. This is going to help you get the results that you want. Reaching your business development goals don’t have to be overly complicated. You just have to be ready to think a little and act on what you learn in the process we are about to cover.

Our first and most important step when thinking about business development is understanding your business successes or lack of business success.

The easiest way to do that is to asking yourself these key questions:

The questions that focus on your strengths and weaknesses in relationship to our competition strengths and weaknesses will give you the most profitable understanding of your next steps. Include your unique selling proposition, your marketing & fulfillment strategy, contacts, as well as your ability to maintain the relationship with your customers over a period of time.

Looking at your strengths will help you understand more about your opportunities you can be developing right now.

Looking at your weaknesses provides an equal opportunity to discover hidden opportunities to advance your business development. One of the key questions to ask yourself is:

What is your biggest challenge standing in between where you are now and where you want to go.

Remember we can’t make the most profitable business development decisions with the resources we have available unless we understand exactly where we are at the present time and how we got to where we are. So take the time to get clear so you can make better decisions about your next steps.

Things You Ought To Remember In Line With Prestige Car Leasing

Anybody who knows cars would recognize the Rolls-Royce as the ultimate symbol of luxury. Given their limited releases and customized features, Rolls Royce cars on sale fetch anywhere from $250,000 to $450,000. But their value goes beyond scarcity and looks. These vehicles actually boast advanced driving features and powerful engine performance, making them a close competitor of other luxury brands, such as BMW and Mercedes Benz. Some of its most famous series selections include the Rolls Royce Ghost and Rolls Royce Phantom.

Now, given the economic landscape, buying Rolls Royce cars on sale may not be the smartest thing to do. They are, after all, depreciating assets. And given their prices, you might just end up losing comfort, rather than gaining it with an investment that does not generate income, and will only be sporadically used. However, if you believe in it so much, there may be a way for you to satisfy your craving without breaking the bank. There are dealerships today that offer prestige car leasing in order to curb the negative effects of a brand new purchase, giving people a chance to enjoy a charmed life. To ensure though, that you are making the right transactions, here are a few tips you might want to go over.

First, know what you want. Start researching on your options. Don’t just allow yourself to get dictated. Test-drive the models, and then inspect it thoroughly. It would be best to get your own mechanic to survey. But this particular tip goes beyond determining the model of the Rolls Royce car you want to drive. Leasing entails a number of responsibilities and conditions. You could let the dealership offer you their best terms, or you could make your own. It’d be more convenient if you are able to secure the latter, since that would give you the chance to negotiate. As everyone knows, negotiation is the only way one can protect their own interest. Look into the maintenance and insurance requirements, especially, since you are bound to get a car that has been used by different people before. Consider the variables – penalties, extra fees, and interests – things that might affect your ability to honor the contract and the financial plan set out.

Second, take advantage of the competition. Shop around. Ask different resources to give you everything they could possibly offer. See, even though you are just getting prestige car leasing services, the money that entails is still significant. So you have to make sure your business is valued. Don’t look too eager to buy, since that would make agents less interested in winning you over. And don’t just limit yourself to your locality because you might find a better offer in the next town.

Third, work with someone who takes care of you. Affordability will not be much of an advantage if you end up dealing with a sales person who does not treat you respectfully and honestly. Remember that car leasing is tantamount to establishing a long term relationship with a dealer. The last thing you want to do is allow them to get access to your finances, withhold you of support and affection, and then take advantage of you until you lose confidence and quit. And when you think about it, the same thing actually goes when you are out to buy Rolls Royce cars for sale.