Springboard

We Make Sales Happen

FAQ’s Your Card or Mine?

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I’ve compiled a very long list of questions we receive everyday and it typically starts like this “So, how does this work?”.  Over the next week or so we’ll be answering those questions and I suggest if you have additional questions please email me directly at ks*******@***************ev.com, we’d love to answer them for you.

Question 1 –

Do you carry our business cards or yours?  Do you act as us or you with the prospect?

We’ve done both and we find that it’s actually easier if the prospect knows we’re from an outside firm.  They typically tell us more information as they aren’t concerned about us “selling” them and we can really play the consultant role in determining if they are the right fit for you.  As an outsourced business developer it’s imperative that we remain focused on the goal – creating long term happy client relationships and that means being able and committed to walking away from deals that don’t work.  The prospect doesn’t really care if we show up as you or as us, what they care about is how we treat them.

Regardless of who we show us as we are representing you and the prospect knows why we’re there.  They usually ask how we work and what our relationship is to you.   We explain that we’re working with you to focus on business development and finding right fit clients while you continue to grow your business.  They know once we have determined a good fit you will come in as the expert.  They appreciate your dedication to your client base and they respect your efficiency in hiring a sales team.

FAQ’s What we need from you

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What do you need from me?

Initially as we work through the market research phase and begin the build the pipeline we’ll need to learn more about your experiences with clients, what’s worked, what didn’t and why.  We need to know your ideas about target markets and review your marketing material.  We certainly do not rely on marketing material however it can be helpful; if you don’t have marketing material it’s not a deal breaker.  Case studies are always helpful for us to learn more about your business but also so we can share results with your prospects.

What we need most from you is to be a team member.  Our ability to be successful requires us working as a team.  We need to know enough about your services to be dangerous but we need you to be the expert.  We are able to open doors to extremely high level decision makers and we need you to shine or we risk damaging that relationship that has taken years to develop.  We’re very careful about who we bring in front of our contacts as we know one wrong move and we may never get that opportunity again.  So for you it’s about respecting all that we do today and all we’ve done to create the relationships we have that ultimately will benefit you.  We put those relationships on the line to help you grow your business.  We need you to recognize that you need to bring your “A” game to those meetings, you need to follow up in the appropriate manner and frequency, you need to deliver on what was promised at the time it was promised and you need to service the hell out of that account.  If you intend to raise your game by growing your business you need to start today with our very first introduction.

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