scott wells - business development
DESCRIPTION
Great story from Scott Wells about business development principles. See tools and approaches in the doc (for more points plz see observing Campus ppt in my account).TRANSCRIPT
Business Development
IS NOTRocket Science
A little about me...
Scott Wells@swells_
• Entrepreneur• Freelance Brand Strategist• DJ/Producer
A little about me...
I’ve worked for agencies and startups including:
With clients including:
The Universal TruthS About Selling
The Universal TruthS About Selling
1. Know your product.
The Universal TruthS About Selling
2. People buy things from people they trust.
The Universal TruthS About Selling
3. Inspire, don’t sell features.
Who is your audience?
Who is your audience?
Yes, but...
The people you are selling to are human!
Who is your audience?
They have jobs they don’t want to lose, bosses they want to keep happy and families they want to provide for and make proud.
Who is your audience?
Most of the time, this means its all about the numbers:
• Show them the money.• Show them the KPI’s.• Asses where they want to be (career-wise) in
the future.
Who is your audience?
Let them know you are a human
A.K.A. Establish a Personal Brand:
• LinkedIn and Twitter are a must.• Tweet your interests, inside and outside of
work.• Reply on Twitter and comment on blogs.• Write your own blog!• Be a regular at industry events.
Let them know you are a human
People send way to may non-personal emails and forms of outreach. Stand out!
Let them know you are a human
Add personal touches.
Let them know you are a human
Develop a strategy
Target Clients Based on 5 Reasons:
1. What do we excel at?2. What do we make money at?3. What keeps our employees happy?4. What can help us in the future?5. What can bring us more business in the future?
Develop a Strategy
Break down into categories.
1. Industry2. Big/showcase clients.3. Geographic/Alphabetical
Develop a Strategy
Set Daily/Weekly/Monthly Goals.Analyze the results.
Develop a Strategy
1000 - Cold Calls/Emails
100 - Some level of interest.
10 - Meetings
1 - Deal
Prospecting
1. LinkedIn/Twitter2. Saleforce’s Data.com3. Rapportive4. Real world events and Meetups.
PROSPECTING
Salesforce’s Data.com.
PROSPECTING
Salesforce’s Data.com.
PROSPECTING
Rapportive
PROSPECTING
Real World Events
PROSPECTING
Making your pitch
1. Don’t try to be like Steve Jobs (you’re not.)2. Tell a story.3. Give an example.4. Back up with evidence and data.
Making Your Pitch
Closing the deal
1. Keep it brief.2. Follow up religiously.3. Be assertive.
Closing the Deal
Use FollowUpThen
Be creative!• Performance-based• Equity-based.
BONUS: Closing the Deal
Final Thoughts
Be trustworthy. Be human.
Be a connector even when it’s not in your immediate best interest.
Execute your plan every day and follow up.
FINAL THOUGHTS
IT’S NOTRocket Science
Scott wells@swells_