Springboard

We Make Sales Happen

  • Home
  • Meet Springboard
  • What We Do
  • Business Development Services
  • Contact
  • Blog

The Biggest Business Development Mistakes

July 13, 2012 by Karin Schwartz

 

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!

Follow us on Facebook, Twitter, Google+, and LinkedIn as well!

Filed Under: Business Development, Maryland Business Development, Outsourced Business Development, Sales Outsourcing, Sales Tips, Tips for Maximizing Your Time Tagged With: Baltimore, business developers, business development, Business Development Mistakes, Closing, happy clients, make the sale, Maryland, outsourced business development firms, outsourced sales solutions, referrals, Springboard

Cold Calling: Outdated, Ineffective, and Pointless

September 1, 2011 by Karin Schwartz

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!

____________________________________________________________________

Sources:

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

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

Filed Under: Uncategorized Tagged With: advertising, build relationships, business development, business development challenges, business world, Cold Calling, cold calling does not work, Cold calling is a numbers game, Cold calling is a thing of the past, cold calling is outdated, cold calls, consumers, consumers trust peers, effective use of time, future of sales, Ineffective, ineffective cold calling, Lead Generation, market place, Outdated, outdated sales method, outsourced sales, outsourced sales solutions, Pointless, potential clients, problem with cold calling, referrals, relationships, relying on cold calling, sales expertise, sales method, sales person, sales pitch, sales solutions, sales solutions for businesses, sales tool, satisfied consumer, Social Media, solutions for businesses, Springboard, unproductive, word of mouth

Grow Now: 443-413-5826


Discover the Springboard difference contact us today for more information about how we can take your business or organization to the next level.

Follow Springboard on Facebook

Springboard : Baltimore-based Business Development
©Copyright 2007-2015 Springboard Business Development. All rights reserved. Privacy Policy.

Copyright © 2023 · Enterprise Pro Theme on Genesis Framework · WordPress · Log in

  • Facebook
  • twitter
  • flickr
  • Linkedin
  • rss
  • email
We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. By clicking “Accept All”, you consent to the use of ALL the cookies. However, you may visit "Cookie Settings" to provide a controlled consent.
Cookie SettingsAccept All
Manage consent

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may affect your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. These cookies ensure basic functionalities and security features of the website, anonymously.
CookieDurationDescription
cookielawinfo-checkbox-analytics11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics".
cookielawinfo-checkbox-functional11 monthsThe cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional".
cookielawinfo-checkbox-necessary11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary".
cookielawinfo-checkbox-others11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other.
cookielawinfo-checkbox-performance11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance".
viewed_cookie_policy11 monthsThe cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data.
Functional
Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features.
Performance
Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors.
Analytics
Analytical cookies are used to understand how visitors interact with the website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc.
Advertisement
Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. These cookies track visitors across websites and collect information to provide customized ads.
Others
Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet.
SAVE & ACCEPT