Federico Postorino outlines his strategy for new business development which includes targeting audiences, qualifying new customers, understanding the target market, and conducting client sales visits. He discusses his strengths such as relationship building and negotiation skills, as well as areas for improvement. Postorino emphasizes the importance of networking, attending events, and using digital tools like websites and social media to reach customers and gain new business. His goal is to gain new accounts and increase company profits by transforming interest into sales.

1. IMPACT
Federico Postorino
Business Development Manager

2. TABLE OF CONTENT
NEW BUSINESS MY APPLIED EXPERIENCE:
DEVELOPMENT: ▪Successes and failures
▪Targeting audience ▪Strengths and weaknesses
▪New customer’s
qualification
▪Client sales visits

3. UNDERSTANDING MY TARGET AUDIENCE – MAPPING
▪ WHO ARE MY CUSTOMERS?
Defining their common characteristics
- Selection of key customers - Consulting and studying their web site
(collect information)
- What kind of products/services they already bought (analyse PO history)
- Which industrial segment? (Consumer Electronics, Medical,
Telecommunication, Space, Avionics, Military, Energy….)
- MEET WITH THEM ASAP
TARGETING MARKETS AND BUILD CUSTOMER PROFILE

4. POTENTIAL PROSPECT'S QUALIFICATION
ACTIVELY LOOKING FOR THE NEW POTENTIAL CUSTOMERS
-Internet researches: Google key words, online directories, Industry
associations, databases directories, forums….
-When a potential prospect is identified it is time to get in touch with:
Cold calling approach to establish a first contact (building relationship)
-Identifying the decision maker (get direct mail and direct phone ext.)
-Naturally starting the sales process by:
Relating - questioning - active listening - positioning - validating
Aiming to arrange the first visit - Exploring new business opportunities
MARKETING STRATEGIES IS A SERIES OF INTEGRATED
ACTIONS LEADING TO A SUSTAINABLE COMPETITIVE
ADVANTAGE

5. THE ONLY WAY TO GAIN NEW CUSTOMERS IS TO GET OUT
THERE AND LET MY POTENTIAL CUSTOMERS KNOW I EXIST
A Constant never ending NETWORKING strategy
▪Web and Social Media (Web site, Linkedin, Twitter, Facebook)
▪Attend conferences, exhibitions, Events, to see and to be seen
▪Cold calling activities – prospecting - relating - arrange appointment
▪Conducting regular Clients Sales Visits
▪Always follow up, stay close to customer as much as possible
IF I DON’T TAKE CARE OF MY CUSTOMER, SOMEONE ELSE WILL

6. FOCUS ON CLIENT SALES VISIT
• Be prepared. Power of Questioning in order to reveal customer
needs, and develop their awareness of the need of my products and
needs
services.
• Present my product and Company’s futures in the form of solutions
that benefit the client, solve their problems, being a resource not
just a salesman
• qualifying new business opportunities:
• Opening –Relating – Questioning – Listening – Positioning - Checking
• Flawless and persistent follow up (aiming to next sale stage)
• Transform interest into business via effective closing behaviors
MY BIGGEST COMPETITOR IS THE STATUS QUO

7. SUCCESSES AND FAILURES/STRENGTHS AND WEAKNESSES
Successes Failure
▪Numbers of new accounts opened (135), ▪Putting too much expectation on a single
which turned quickly into company’s profits sale
▪Annual contract Molex part ▪A miscommunication about a delayed
Wire-to-Wire Plug Housing $32k GP delivery
▪Annual contract for Led Chip 5050, cross
reference of an obsolete one $46k GP
▪Customers retention
▪In ER (Ireland) I’ve trained a multilingual sales
team with rewording achievements

8. ▪ Business acumen, entrepreneurial mind set
▪ Strong negotiator and closing skills
▪ Natural Hunter
▪ Strong building relationship - Networking skills STRENGTHS
▪ Self starter, strategic thinking, target oriented
▪ Collaborative style – consultative and
analytical sales approach

9. ▪ Stubbornness WEAKNESSES
▪ Demanding My areas of improvements
▪ Greedy

10. THE IMPORTANCE OF A GOOD WEB SITE
▪ A website is the most powerful marketing strategy
Reaches an extremely wide audience 24/7
- First, attract prospective clients SEO
- Second, provide useful information to those prospects.
- Share the products database and technical specifications.
- Friendly and easy navigation
- Keyword targeting, site structure, page content, linking strategy
Excellent Product Navigation and Browsing with effective search
engine

11. MY BIGGEST
COMPETITOR IS THE
STATUS QUO
Federico Postorino
New Business Development Manager