As we return from summer and gear up for the new term, a quick BD refresher seems timely. Summer isn’t typically the busiest period for business development, so let’s start the autumn with a strong, strategic edge. Let’s start with our 10 BD essentials – how many can you tick off?
- Know your niche: Focus on your area of expertise, and tailor your content and messaging accordingly. Specialising allows you to stand out in a crowded market and attract the right clients.
- Build relationships: Network and cultivate relationships consistently, not just when you need something. Genuine connections are built over time, so make relationship-building a regular part of your routine.
- Follow up: This cannot be overstated: Always follow up after meetings or networking events, otherwise you’re leaving money on the table. A quick message can reinforce your interest and keep you on the radar of potential clients.
- Listen more: Understand client needs before pitching solutions or your services. Active listening helps you tailor your advice and services to what the client truly needs.
- Be visible (in the right places): Attend industry events and seminars that are going to increase your visibility with your target audience. Your presence in the right places keeps you relevant and top-of-mind for opportunities.
- Share value willingly: Share relevant articles, insights, and your knowledge with your network, whether via LinkedIn or on a more personal level. Providing real value sometimes seems counterintuitive (there’s that feeling of giving too much away for free), but this is THE best way to position yourself as a thought leader/expert in your field.
- Be consistent: They say success is built on 5% brains and 95% consistency, so plan accordingly. If you post on LinkedIn do it regularly, maintain consistent touch points with clients (whether you have an ongoing deal or not), ask for feedback consistently.
- Ask for and use testimonials: Testimonials provide social proof that can make your pitch more persuasive and credible – using them in your pitches demonstrates your experience rather than asserting it.
- Be proactive: Anticipate client needs and offer solutions before they ask. Proactivity shows clients you’re invested in their success and builds long-term trust. Have you seen or written an article you know a certain client would benefit from? Send it on.
- Track your efforts: Monitor what works and refine your strategy. Regularly reviewing your BD activities and plans ensures that you’re focusing on what delivers the best results.
