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What does a good prospect look like and where do you find them? When you do, now you are armed with what to say to them that gets them to say, "tell me more.."
In the limited amount of time that you have, how do you optimize your efforts in a way that utilizes your strengths.
Some people give great seminars, some are passionate about serving on boards, some enjoy social-networking, some develop great referral networks.
Nobody likes the phone. Something about having to pick up a phone and possibly hear the word, "no" harkens many back to a time where they were in a fetal position sucking their thumb.
The mere sight of the phone and knowing that you are in business development/ prospecting mode is probably the single biggest influence on office gossip, excessive coffee drinking, and web surfing. Why? Because its busy work that keeps you from hearing that two letter word that you feared when you first asked someone out as a teenager.
The phone isnt the only way, but it is a way. How we address the phone and other prospecting activities is part of a plan that works to each individuals strengths.
We talk about the habits of rainmakers. What do they do on a continuous basis? Can you do what they do? It's not as hard as you think. It does require planning and execution. It requires discipline in a way that empowers you to say no to opportunities that you can't win or are better off not winning.
How do you access key executives and what do you say to get them interested in engaging your services?
How do you deal with RFP's?
Seminar and trade shows strategies.
Email, social-networking, phone, letters.
Setting up your network inside and outside your firm.
Integrating your message with your firms brand.
How can you measure easily what works and doesn't so that you can manage your time and resources?
So let's get started!
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