Hunt and Kill Business Development with No Casualties

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Hunt and Kill Business Development with No Casualties

  1. 1. Business Development: Hunt and Kill Selling With No Casualties<br />Presented By: Dawn Marie Yankeelov<br />Date: Oct. 20, 2009<br />10/19/2009<br />
  2. 2. You Wake Up to a World of…..<br />I need to close some new sales!!!!<br />It’s ok, but I would like to expand my book of business.<br />I’m hanging on--tired of the same old plan that barely works.<br />New product or service, now what?!<br />10/19/2009<br />
  3. 3. Who are my targets?<br />Narrow the pool of targets. Get serious about figuring out who can make the buying decision. At least an annual process.<br />Learn. Always learn about the industry you are in. What are you reading? <br />Get motivated. What gets you motivated? Who gets you motivated? Go visiting.<br />Health. Enter some new spaces. What are you doing for your health?<br />10/19/2009<br />
  4. 4. Introduce Yourself!<br />Reminders of Merit:<br />Remember to state your name. Your title. Your company. <br />Remember to say what that company does.<br />Something relevant to today’s marketplace with regard to your product or service.<br />Best way to reach me. <br />If need be, write on the business card, yours or his/hers!<br />GO! <br />10/19/2009<br />
  5. 5. On Finding the Target<br />Hire a professional. Competitive intelligence and analysis. <br />The internet—Why do people say, “Think Globally, Act Locally?” Even the library is online. <br />New product or service? Need a focus group or one-to-one interviews in the field?<br />Can your customer service people tell you?<br />What about other departments<br />in the company?<br />10/19/2009<br />
  6. 6. In Your Target Toolbox<br />Quantcast. Alexa.com. Google Analytics. <br />Jigsaw. ZoomInfo. Spoke. Spock. Wink.<br />Saleforce.com for Non-profits.<br />Google Alerts. RSS feeds. Newsletters. 80 Legs. <br />Plaxo Pulse. Twitter. Facebook. Xing. Linked In…DON’T JUST JOIN. USE FOR RESEARCH.<br />10/19/2009<br />
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  8. 8. Your Sourcing Strategy: Connections<br />10/19/2009<br />
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  16. 16. Don’t Abandon What Works<br />Direct Mail Still Works<br />Conference Attendance<br />Radio, TV Advertising<br />Trade Directories<br />Email <br />Even Thank You Notes<br />Cards on Holidays<br />Facebook Birthdays<br />Write! (blog) Speak! (PR)<br />10/19/2009<br />
  17. 17. Hallmark has got the right idea<br />10/19/2009<br />
  18. 18. Surfing the Job Sites for Intel<br />Find the companies that are doing something—those are targets<br />Read the literature from the competition—how are they telling their story? Case studies, white papers.<br />Talk to other people’s sales reps at trade shows, at networking functions<br />The value of the buffet line at the next event<br />10/19/2009<br />
  19. 19. The Sales Booster: Using Video to Enhance Messaging<br />10/19/2009<br />
  20. 20. Sales Policies<br />Maintain integrity of logo on sales materials<br />Use your website, and social media addresses on email signature<br />Be polite and say thank you<br />Ask for the referral<br />Offer “rewards” for referrals<br />Recognize excellence—awards internally and externally<br />Webinars for demos<br />10/19/2009<br />
  21. 21. Need a Quick Fix This Week?<br />Call five customers you haven’t in the last six months related to seasonal changes<br />Send five quick links of interest to almost sales and followup with some dialogue about it<br />Invite five people to join on a social network, online or offline<br />Offer a product or service add-on to what you recently sold to existing accounts<br />10/19/2009<br />
  22. 22. Be the Expert: Q & A<br />Gerson-Lehrman Groups<br />Linked In <br />Facebook Groups<br />Allexperts.com<br />Answers.yahoo.com<br />10/19/2009<br />
  23. 23. Business Development Mantra: Follow Up<br />Myth: Nothing changes in 90 days.<br />Myth: New information doesn’t matter. Product upgrade or new service merits another contact point.<br />Myth: A year ago they weren’t ready, so why bother?<br />Myth: The old CEO didn’t care—why would the new one be any different?<br />10/19/2009<br />
  24. 24. Where Communication is Going: wave.google.com<br />Google Wave is &quot;a personal communication and collaboration tool&quot; announced May 27, 2009.<br />It is a web-based service, and communications protocol designed to merge e-mail, instant messaging, wikis, and social networking.<br /> 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.<br />A &quot;preview release&quot; 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.<br />10/19/2009<br />
  25. 25. Ways to Follow Up:Low Tech<br />Make a plan for a meal—breakfast, lunch, and dinner<br />By phone and ask for a time on a particular day <br />“Will be in your area” next week on this day<br />Email reasons why we should get together and name a time and place that works for you<br /> Treat it like a meeting for acceptance or rejection<br />The referral email, fax or Fedex<br />10/19/2009<br />
  26. 26. The Problem with Sales Calls<br />Poor plan of action—What are you going to do in the meeting?<br />No presentation of product benefits and value proposition<br />No case studies or white paper of explanation<br />Letting the new guy give the presentation<br />Letting the IT guy give the presentation<br />Not talking in terms that the client understands<br />—what are you saying?<br />10/19/2009<br />
  27. 27. Making the Case: Healthcare<br />10/19/2009<br />
  28. 28. The sales contract—Another foible waiting to happen<br />Do you have a standard contract?<br />Can you “templatize” what is being offered?<br />As a consultant, can you keep it short with standard terms?<br />Do you have references ready to go?<br />Do you know where your company backgrounder is?<br />What about your team’s qualifications?<br />Can you produce a contract when it is time to close? Is this dependent on someone else? Get control!<br />10/19/2009<br />
  29. 29. Expecting Too Much from the Potential Customer<br />Just answer these 25 pre-questions before the meeting in email….<br />Can we have our new team member fly in for the presentation at your expense? Let’s reschedule.<br />Let’s use a new technology tool for the meeting presentations—only three downloads. It’s a beta version and very cool.<br />10/19/2009<br />
  30. 30. Get Organized: Where’s the Meeting?<br />Make sure all team members have a Google or Mapquest map to get there<br />Calendar requests? Who have you CCd?<br />Run-through in the office for new demos, videos, slide decks, or white papers<br />All materials seen in advance for the meeting<br />Business cards for new team members<br />Key messaging by all of sales team<br />10/19/2009<br />
  31. 31. Business Templates Online and Ready to Go<br />http://office.microsoft.com/en-us/templates/CT101527321033.aspx<br />10/19/2009<br />
  32. 32. Wanna Read?<br />@breakingnews<br />Zensify.com for iPhone (aggregates all social networks you have)<br />Anything by Malcolm Gladwell–Outliers, Blink, Tipping Point etc…<br />www.bizjournals.com<br />“How To Sell When Nobody’s Buying (And How to Sell Even More When They Are)” by Dave Lakhani, 2009<br />10/19/2009<br />
  33. 33. Remember…<br />“Success is a journey—you do it by climbing one step at a time and one day at a time.”<br /> —Paul J. Meyer<br />10/19/2009<br />
  34. 34. Do unto others…<br />Send a link of interest…start a conversation<br />Ask if the customer needs a referral<br />Flip a sales call to you into a customer…how can your firm help them?<br />Be available for counsel<br />Review that resume, find that email address for someone, be that voice that shows someone what next….<br />10/19/2009<br />
  35. 35. Connect<br />Twitter: @dawnyaspectx<br />Linked In: http://linkedin.com/in/dawnyankeelov<br />Facebook: Dawn Yankeelov<br />You Tube: searchAspectx or Yankeelov<br />www.aspectx.com, dawny@aspectx.com<br />medX12talk.wordpress.com<br />Also found in Plaxo Pulse, PRSA’s Ning site, and so forth<br />10/19/2009<br />

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