The Biggest Business Development Mistakes

 

If your business relies heavily on sales, then you know just how important it is to have a strong business development strategy. Still, even the best businesses fall victim to the same old mistakes!

  1. Assuming you know EVERYTHING there is to Know: Becoming proficient in the business development arena takes practice. Not just anyone can be successful…it takes serious work!
  2. Selling to the Wrong Person: Make sure you are talking to a decision maker. Don’t waste your time selling to someone who can’t even make the decision to buy your product or service!
  3. Failing to Make Multiple Contacts: What happens if you spend a ton of time developing a business relationship with a prospect only to have that prospect fired? Well, if you failed to make multiple contacts, you are screwed!
  4. Not Enough Prospects: Prospects are your lifeline. Without a healthy number of prospects in your sales funnel, your business has no chance of thriving!
  5. Waiting for Referrals: Referrals are great and a lot of the time, they drive your business. But you cannot rely on your clients to just hand over referrals. Get you’re a$$ out there and find business. Don’t be afraid to ask for referrals from happy clients. What’s the worst that could happen? They say no.
  6. Not Bringing More to the Table: What do you have to offer your prospects? If you are having trouble answering this question, then you are probably in the wrong business! And we are not just talking about your product or service. The prospect already knows about that. But what’s something you can do to help your prospect in their business? What can you offer the prospect that no one else can?
  7. Assuming you know what the Client Needs: You don’t know what the client needs. Only the client knows what he/she needs. So stop talking and start listening.
  8. Fear of Closing: Don’t let a prospect pull you in every direction. You are in the business of making money. So make the sale or cut your losses. You cannot waste your valuable time on a lost cause. That is just a poor business strategy.
  9. Trying to do everything In House: With salary ranges of $120-175k plus benefits, taxes, and expense reimbursements, companies are wisely moving away from in-house business developers and beginning to turn to outsourced business development firms, like Springboard, to ask, “How can we do this at less cost while hitting all the key areas?”
  10. Trusting Someone other than Springboard! If we didn’t think we were the best and if we didn’t know we could help you grow your business, we wouldn’t be doing what we do! So start putting your trust in Springboard Business Development!

If you have any questions about Springboard Business Development, please contact Springboard Business Development by calling 410-832-7560 or click here today!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. Our approach to business development makes it easy to find new clients without the financial burden of an in-house business developer.

At Springboard we know sales!

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Cold Calling: Outdated, Ineffective, and Pointless

In today’s modern world, why are so many businesses relying on such an outdated sales method? Cold calling is a thing of the past.

The problem with cold calling is that it is not an effective use of time. If any other aspect of your business had a success rate of less than 10%, would you continue with it, or would you pull the plug? Of course you wouldn’t invest time and money in something so unproductive; you want your business to run as efficiently as possible. So why are you still relying on cold calling?

The goal of the average sales person making cold calls is to call 100-125 people a day with the hopes of generating 8-10 interested parties. That’s right, 8-10 people out of 125. Cold calling is a numbers game with no real winner.

There has got to be a better way.

The truth is that cold calling is outdated. With the help of the Internet, Social Media, television, talk radio, and magazines, consumers are now more educated than ever before. Consumers want real information, not a sales pitch. This is why cold calling does not work. If someone needs a certain product or service, they can search for it, research it, and purchase it without ever leaving their couch.

Consumers no longer need cold calls, so why are businesses still relying on cold calls?

You should have potential clients coming to you, whether it be by word of mouth, lead generation, advertising, or referrals. Today’s business world is built upon relationships and trust.

So instead of focusing your efforts on complete strangers, build a rapport with your current clients. One referral from a satisfied consumer is more valuable than 100 cold calls. Based on a Nielsen poll, 90% of consumers trust peers and less than 10% trust an unknown source.

This is one reason social media has become increasingly popular as a sales tool. It helps build relationships. Sales people can have more relevant intelligence on prospects and become great resources to their customers by using social media. Now companies have the opportunity to listen, engage and converse with a massive market place, like never before.

There has been a fundamental shift in the way business works. So maybe it is time for you to embrace the future of sales and finally shift your tactics away from ineffective cold calling.

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Follow us on Facebook and Twitter as well!

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Sources:

Is Cold Calling A Thing of the Past? SalesHQ.Monster.com

Why Cold Calling is the Bottom of the Barrel Blog.InsideView.com