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 kschwartz@springboardbizdev.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.
