Posts Tagged ‘business development’

A few hours ago I got a call on my main business line and it was a recorded message for some kind of web service. Needless to say, I hung up right away, and I can’t imagine why anyone would be even curious or bored enough to listen to the end of such a message, much less act on it.

Cold calling is bad enough, but who’s the idiot who thought up automatic cold calling? That’s right, someone thinks that it is a good idea to cold call people and give them a recorded message. I guess that gets around the fact that it is incredibly hard for people to cold call on a consistent basis and keep their sanity. But how can anyone think it’s going to work?

Cold calling is about the worst form of selling possible. If salespeople who spend their time cold calling were to spend that time developing relationships with buyers and referrers, their time would be more efficiently spent and they would most likely close a lot more business at higher price points. As for a recorded message doing the initial pitch, well, that’s just incomprehensible to me.

© 2011 Richard Martin. Reproduction and quotes permitted for non-commercial purposes with full and proper attribution.

1. The quickest way to get business is with existing or past clients. Most of your business should be repeat in any case. These people have already bought from you, so there is no reason they wouldn’t do so again. Make sure to ask for referrals.

2. Write to all your past clients and send them something of value. Also include a bit of what you’ve accomplished in the last year. Give an idea of the type of clients you’ve been working with and update them on your value proposition. Tell them you will follow up within a week by phone. Do so at the appointed time.

3. Do the same thing with your top 10 prospects. Don’t forget to follow up by phone. Keep adding as you develop more prospects. Try to get an introduction or a referral.

4. Contact everyone you know and tell them what you’ve accomplished in the past year. You could do this in an email, and include links to something of value, such as an article you’ve written, or a decision-making checklist. Ask them to contact you if they have any questions or referrals.

© 2010 Richard Martin. Reproduction and quotes authorized with proper attribution.