Why is business development so hard

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This presentation explores why business development seems so hard and how you can make it easier.

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Why is business development so hard

  1. 1. Housekeeping Why is Business Development So Hard? © Copyright 2011 Flair Coaching Limited
  2. 2. Housekeeping Why is Business Development So Hard? Especially for Lawyers, Accountants, Bankers and Consultants. © Copyright 2011 Flair Coaching Limited
  3. 3. “ There are worse things in life than death. Have you ever spent an evening with an insurance salesman?” Woody Allen © Copyright 2011 Flair Coaching Limited
  4. 4. “ There are worse things in life than death. Have you ever spent an evening with an insurance salesman?” Woody Allen Tradesmen sell; professionals do business don’t they…… © Copyright 2011 Flair Coaching Limited
  5. 5. Look around you…. © Copyright 2011 Flair Coaching Limited
  6. 6. Look around you…. Pretty much everything you can see is there because somebody sold something! © Copyright 2011 Flair Coaching Limited
  7. 7. In a recent survey only 5% of respondents said they found converting contacts into clients easy. 65% said they did not class themselves as sales people. 74% claimed they did not rely on a CRM system – the most powerful sales tool around © Copyright 2011 Flair Coaching Limited
  8. 8. In a recent survey only 5% of respondents said they found converting contacts into clients easy. 65% said they did not class themselves as sales people. 74% claimed they did not rely on a CRM system – the most powerful sales tool around Source: 2011 Flair BD Survey of Professional Services Providers © Copyright 2011 Flair Coaching Limited
  9. 9. Why is this? <ul><li>It takes too much time </li></ul><ul><li>I have more interesting things to do </li></ul><ul><li>I never signed up to be a sales person </li></ul><ul><li>I’m not really sure what to do </li></ul><ul><li>I am left to my own devices </li></ul><ul><li>That’s marketing’s job isn’t it? </li></ul>© Copyright 2011 Flair Coaching Limited
  10. 10. Why is this? <ul><li>It takes too much time </li></ul><ul><li>I have more interesting things to do </li></ul><ul><li>I never signed up to be a sales person </li></ul><ul><li>I’m not really sure what to do </li></ul><ul><li>I am left to my own devices </li></ul><ul><li>That’s marketing’s job isn’t it? </li></ul>© Copyright 2011 Flair Coaching Limited
  11. 11. The truth is being good at your job isn’t enough any more. You need to be the owner of your own revenue stream. © Copyright 2011 Flair Coaching Limited
  12. 12. The truth is being good at your job isn’t enough any more. You need to be the owner of your own revenue stream. Added bonus: absolute job security. Everybody wants to employ a fire-starter! © Copyright 2011 Flair Coaching Limited
  13. 13. Here’s a few home truths <ul><li>Part of your job is sales – get over it </li></ul><ul><li>Only sell to somebody what they really need </li></ul><ul><li>Selling is easy – no, it really is </li></ul><ul><li>When done properly it’s not time consuming </li></ul><ul><li>You already have everything you need </li></ul>© Copyright 2011 Flair Coaching Limited
  14. 14. Here’s a few home truths <ul><li>Part of your job is sales – get over it </li></ul><ul><li>Only sell to somebody what they really need </li></ul><ul><li>Selling is easy – no, it really is </li></ul><ul><li>When done properly it’s not time consuming </li></ul><ul><li>You already have everything you need </li></ul><ul><li>Professional selling is actually kinda sexy! </li></ul>© Copyright 2011 Flair Coaching Limited
  15. 15. To be highly effective at selling you need to get a few things straight. 5 things in fact. So here they are……… © Copyright 2011 Flair Coaching Limited
  16. 16. Systematic <ul><li>Have a set t actic for each sales situation </li></ul><ul><li>Recognise the t riggers for each tactic </li></ul><ul><li>Assemble the t ools of your trade </li></ul><ul><li>Sharpen the t echniques for each tactic </li></ul>© Copyright 2011 Flair Coaching Limited
  17. 17. Systematic <ul><li>Have a set t actic for each sales situation </li></ul><ul><li>Recognise the t riggers for each tactic </li></ul><ul><li>Assemble the t ools of your trade </li></ul><ul><li>Sharpen the t echniques for each tactic </li></ul><ul><li>Think mechanic: symptoms indicate the problem which dictates the remedy and tools and of course, practice makes perfect. </li></ul>© Copyright 2011 Flair Coaching Limited
  18. 18. Organised <ul><li>A place for everything & everything in place </li></ul><ul><li>A database with all your client details on it </li></ul><ul><li>A library of appropriate sales collateral </li></ul><ul><li>All sales related documents catalogued </li></ul>© Copyright 2011 Flair Coaching Limited
  19. 19. Organised <ul><li>A place for everything & everything in place </li></ul><ul><li>A database with all your client details on it </li></ul><ul><li>A library of appropriate sales collateral </li></ul><ul><li>All sales related documents catalogued </li></ul><ul><li>Think librarian: a whole library full of books, a system to record them all and a catalogue to be able to find each one in seconds. </li></ul>© Copyright 2011 Flair Coaching Limited
  20. 20. Disciplined <ul><li>Deterioration comes without discipline </li></ul><ul><li>Consistently use tactics and keep records </li></ul><ul><li>Get a sales buddy to work with </li></ul><ul><li>Be your buddy’s conscience – be strict </li></ul>© Copyright 2011 Flair Coaching Limited
  21. 21. Disciplined <ul><li>Deterioration comes without discipline </li></ul><ul><li>Consistently use tactics and keep records </li></ul><ul><li>Get a sales buddy to work with </li></ul><ul><li>Be your buddy’s conscience – be strict </li></ul><ul><li>Think personal trainer: putting you through your paces and not allowing any deviation from the path - expect great results! </li></ul>© Copyright 2011 Flair Coaching Limited
  22. 22. Innovative <ul><li>People like new things </li></ul><ul><li>Old problems need new solutions </li></ul><ul><li>Work with your buddy for sales innovation </li></ul><ul><li>Don’t be afraid to experiment </li></ul>© Copyright 2011 Flair Coaching Limited
  23. 23. Innovative <ul><li>People like new things </li></ul><ul><li>Old problems need new solutions </li></ul><ul><li>Work with your buddy for sales innovation </li></ul><ul><li>Don’t be afraid to experiment </li></ul><ul><li>Think scientist: focus on the problem, come up with new ideas, experiment and then review, refine and retry. </li></ul>© Copyright 2011 Flair Coaching Limited
  24. 24. Tenacious <ul><li>You only fail when you cease to try </li></ul><ul><li>If it was easy everybody would do it </li></ul><ul><li>Never give up; try, learn and try again </li></ul><ul><li>Losers give up whilst winners keep on going </li></ul>© Copyright 2011 Flair Coaching Limited
  25. 25. Tenacious <ul><li>You only fail when you cease to try </li></ul><ul><li>If it was easy everybody would do it </li></ul><ul><li>Never give up; try, learn and try again </li></ul><ul><li>Losers give up whilst winners keep on going </li></ul><ul><li>Think Terminator: “It doesn’t feel pity or remorse or fear and it absolutely will not stop, ever.” </li></ul>© Copyright 2011 Flair Coaching Limited
  26. 26. All very well but the acronym for this is a very unfortunate © Copyright 2011 Flair Coaching Limited
  27. 27. All very well but the acronym for this is a very unfortunate S O D I T A shame but maybe you will stand half a chance of remembering it though. © Copyright 2011 Flair Coaching Limited
  28. 28. If you would like to know more about us or just get more free stuff like this then.... Web: flair.co.uk Blog: mikeames.wordpress.com Twitter: @Mike_Ames_Flair The Flair Coaching Practice © Copyright 2011 Flair Coaching Limited
  29. 29. If you would like to know more about us or just get more free stuff like this then.... Web: flair.co.uk Blog: mikeames.wordpress.com Twitter: @Mike_Ames_Flair Or you can just Google: “Mike Ames” The Flair Coaching Practice © Copyright 2011 Flair Coaching Limited
  30. 30. Thank you for watching The Flair Coaching Practice © Copyright 2011 Flair Coaching Limited

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