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BUSINESS DEVELOPMENT: HUNT AND KILL SELLING WITH

NO CASUALTIES

Presented By: Dawn Marie Yankeelov

Date: Oct. 20, 2009

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You Wake Up to a World of…..

I need to close some new sales!!!!

It’s ok, but I would like to expand my book of business.

I’m hanging on--tired of the same old plan that barely works.

New product or service, now what?!

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Who are my targets?

Narrow the pool of targets. Get serious about figuring out who can make the buying decision. At least an annual process.

Learn. Always learn about the industry you are in. What are you reading?

Get motivated. What gets you motivated? Who gets you motivated? Go visiting.

Health. Enter some new spaces. What are you doing for your health?

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Introduce Yourself!

Reminders of Merit: Remember to state your name. Your title.

Your company. Remember to say what that company does. Something relevant to today’s marketplace

with regard to your product or service. Best way to reach me. If need be, write on the business card, yours

or his/hers!

GO!

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On Finding the Target

Hire a professional. Competitive intelligence and analysis.

The internet—Why do people say, “Think Globally, Act Locally?” Even the library is online.

New product or service? Need a focus group or one-to-one interviews in the field?

Can your customer service people tell you? What about other departmentsin the company?

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In Your Target Toolbox

Quantcast. Alexa.com. Google Analytics. Jigsaw. ZoomInfo. Spoke. Spock. Wink. Saleforce.com for Non-profits. Google Alerts. RSS feeds. Newsletters. 80

Legs. Plaxo Pulse. Twitter. Facebook. Xing.

Linked In…DON’T JUST JOIN. USE FOR RESEARCH.

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Your Sourcing Strategy: Connections

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Don’t Abandon What Works

Direct Mail Still Works Conference Attendance Radio, TV Advertising Trade Directories Email Even Thank You Notes Cards on Holidays Facebook Birthdays Write! (blog) Speak! (PR)

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Hallmark has got the right idea

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Surfing the Job Sites for Intel

Find the companies that are doing something—those are targets

Read the literature from the competition—how are they telling their story? Case studies, white papers.

Talk to other people’s sales reps at trade shows, at networking functions

The value of the buffet line at the next event

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The Sales Booster: Using Video to Enhance Messaging

Channel Mktng 300 x 400.mp4

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Sales Policies

Maintain integrity of logo on sales materials

Use your website, and social media addresses on email signature

Be polite and say thank you Ask for the referral Offer “rewards” for referrals Recognize excellence—awards internally

and externally Webinars for demos

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Need a Quick Fix This Week?

Call five customers you haven’t in the last six months related to seasonal changes

Send five quick links of interest to almost sales and followup with some dialogue about it

Invite five people to join on a social network, online or offline

Offer a product or service add-on to what you recently sold to existing accounts

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Be the Expert: Q & A

Gerson-Lehrman Groups Linked In Facebook Groups Allexperts.com Answers.yahoo.com

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Business Development Mantra: Follow Up

Myth: Nothing changes in 90 days. Myth: New information doesn’t matter.

Product upgrade or new service merits another contact point.

Myth: A year ago they weren’t ready, so why bother?

Myth: The old CEO didn’t care—why would the new one be any different?

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Where Communication is Going: wave.google.com

Google Wave is "a personal communication and collaboration tool" announced May 27, 2009.

It is a web-based service, and communications protocol designed to merge e-mail, instant messaging, wikis, and social networking.

It has a strong collaborative and real-time focus supported by extensions that can provide, for example, robust spelling/grammar checking, and automated translation between 40 languages.

A "preview release" of Google Wave was extended to about 600,000 users by October 15, 2009 since September 30, 2009, with the initial 100,000 users each allowed to invite up to eight additional users.

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Ways to Follow Up:Low Tech

Make a plan for a meal—breakfast, lunch, and dinner

By phone and ask for a time on a particular day

“Will be in your area” next week on this day

Email reasons why we should get together and name a time and place that works for you

Treat it like a meeting for acceptance or rejection

The referral email, fax or Fedex

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The Problem with Sales Calls

Poor plan of action—What are you going to do in the meeting?

No presentation of product benefits and value proposition

No case studies or white paper of explanation

Letting the new guy give the presentation Letting the IT guy give the presentation Not talking in terms that the client

understands—what are you saying?

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Making the Case: Healthcare

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The sales contract—Another foible waiting to happen

Do you have a standard contract? Can you “templatize” what is being offered? As a consultant, can you keep it short with

standard terms? Do you have references ready to go? Do you know where your company

backgrounder is? What about your team’s qualifications? Can you produce a contract when it is time to

close? Is this dependent on someone else? Get control!

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Expecting Too Much from the Potential Customer

Just answer these 25 pre-questions before the meeting in email….

Can we have our new team member fly in for the presentation at your expense? Let’s reschedule.

Let’s use a new technology tool for the meeting presentations—only three downloads. It’s a beta version and very cool.

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Get Organized: Where’s the Meeting?

Make sure all team members have a Google or Mapquest map to get there

Calendar requests? Who have you CCd? Run-through in the office for new demos,

videos, slide decks, or white papers All materials seen in advance for the

meeting Business cards for new team members Key messaging by all of sales team

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Business Templates Online and Ready to Go

http://office.microsoft.com/en-us/templates/CT101527321033.aspx

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Wanna Read?

@breakingnews Zensify.com for iPhone (aggregates all

social networks you have) Anything by Malcolm Gladwell –Outliers,

Blink, Tipping Point etc… www.bizjournals.com “How To Sell When Nobody’s Buying (And

How to Sell Even More When They Are)” by Dave Lakhani, 2009

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Remember…

“Success is a journey—you do it by climbing one step at a time and one day at a time.”

—Paul J. Meyer

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Do unto others…

Send a link of interest…start a conversation

Ask if the customer needs a referral Flip a sales call to you into a customer…

how can your firm help them? Be available for counsel Review that resume, find that email

address for someone, be that voice that shows someone what next….

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Connect

Twitter: @dawnyaspectx Linked In:

http://linkedin.com/in/dawnyankeelov Facebook: Dawn Yankeelov You Tube: search Aspectx or Yankeelov www.aspectx.com, dawny@aspectx.com medX12talk.wordpress.com Also found in Plaxo Pulse, PRSA’s Ning

site, and so forth