Business Development Tool and Guide

1. BUSINESS DEVELOPMENT
TOOLS AND TECHNIQUES
HOW TO CONVERT UNIDENTIFIED
POTENTIALS INTO IDENTIFIED
POTENTIALS

2. WAYS TO FIND UP’S AND CONVERT THEM TO IP’S
ADVERTISING (IN ALL ITS FORMS)
COLD CALLING
TELEMARKETING
DIRECT MAIL
DIRECTORIES AND PURCHASED DATABASE
CURRENT CUSTOMERS

3. WAYS TO FIND UP’S AND CONVERT THEM TO IP’S - STAGE 1
 READING NEWSPAPERS
 EXHIBITIONS
 WATCHING RECRUITMENT ADVERTISEMENTS
 CONFERENCES
 SOCIAL MEETINGS
 TRADE ORGANIZATIONS
REFERRALS FROM EXISTING CUSTOMERS

4. HOW TO CONVERT IDENTIFIED POTENTIALS INTO ACTIVE
PROSPECTS- STAGE 2
 COLD CANVASSING IN PERSON
 TELESALES
 PRE-ARRANGED VISITS
 TARGETED MAIL SHOTS
 SAMPLES
 SPECIAL OFFERS
 INVITATIONS TO TRADE SHOWS
 OPEN DAYS
 SEMINARS OR DEMONSTRATIONS

5. HOW TO CONVERT ACTIVE PROSPECTS INTO ACTIVE
CUSTOMERS WAYS TO CONVERT AP’S INTO AC’S
STAGE 3
 BE EAGER TO KNOW MORE ABOUT THE CUSTOMER
 HIS BUSINESS COVERAGE
 OTHER SERVICE PROVIDERS SHARING THE CUSTOMER
BUSINESS WITH YOU
 THEIR FINANCIAL PLANS IF POSSIBLE
 REGULAR CONTACT WITH ALL DECISION MAKERS / INFLUENCERS
 PROVIDING SERVICE WHICH EXCEEDS THEIR EXPECTATIONS
 OUSTING EXISTING SUPPLIERS BY PROVIDING BETTER VALUE AND
SERVICE

6. HOW TO CONVERT ACTIVE PROSPECTS
INTO ACTIVE CUSTOMERS CONT.D
PLAN LESS ON YOUR CONSTRAINTS – CUSTOMERS DOES
NOT LIKE EXCUSES, THEY NEED RESULTS
IDENTIFICATION OF SPECIFIC USER NEEDS AND FINDING
THE RIGHT MEANS TO SATISFY THEM
IDENTIFICATION OF PROSPECTS PROBLEM AND
OFFERING A SOLUTION
CORPORATE HOSPITALITY
BE WELL- FOCUSED AND TARGET CUSTOMERS NEEDS

7. MAINTAIN YOUR INTEGRITY, KEEPYOUR PROMISES
TREAT EVERY REQUEST FROM THE CUSTOMER AS AN
EMERGENCY MOVING AND ACTING AS IF THE CUSTOMERS
LIFE DEPENDS ON IT.
 ALWAYS MAKE THE CUSTOMER FEEL WELCOME EVEN
WHEN ATTENDING TO HIM INCONVENIENCES YOU E.G IF
THE CUSTOMER COMES TO TRANSACT BUSINESS AFTER
CLOSING HOURS
HOW TO CONVERT ACTIVE PROSPECTS
INTO ACTIVE CUSTOMERS CONT.D

8. HOW TO RETAIN AND DEVELOP ACTIVE
CUSTOMERS CONT.D
 REGULAR ACTIVE PROMOTIONS AT ALL LEVELS
 OFFER SERVICE GUARANTEES AND KEEP THEM
 FREQUENT VISITS TO DISCOVER CHANGING NEEDS
 ORGANIZE ANNUAL OR OCCASIONAL CUSTOMER
FORUMINVOLVING THE CUSTOMERS IN FASHIONING
HOW BEST TO SERVE THEM)
 QUALITY SERVICE

9.  INCENTIVE TRADING TERMS
 CONSULTANCYADVICE
 CORPORATE HOSPITALITY
 MAINTAIN CONFIDENTIALITY OF CUSTOMERS AFFAIRS
 ADVERTISING SUPPORT
 JOINT SPONSORSHIP
 AVOID ADVERTISEMENT DECEPTION
 MAINTAIN CONTACT AT ALL LEVELS (EVEN SOCIALLY)
 BE DEPENDABLE, DO NOT DEFAULT
 PROVIDE PRODUCT TRAINING
HOW TO RETAIN AND DEVELOP
ACTIVE CUSTOMERS CONT.D

10. HOW TO RETAIN AND DEVELOP
ACTIVE CUSTOMERS CONT.D
 BE FLEXIBLE IN INTERPRETING AND IMPLEMENTING POLICIES
THAT AFFECT CUSTOMER SERVICE
 INTRODUCE TO OTHER DIVISIONS/ COMPANIES WITHIN YOUR
ORGANIZATION
 PRODUCE TAILOR MADE PRODUCTS
 AVOID COMPLACENCY
 WHAT YOU CANNOT DO, SUGGEST A REASONABLE ALTERNATIVE

11. INTERPRET FROM THE CUSTOMERS POINT OF VIEW
YOU MAY NEED TO TAKE SUCESSESFUL RISK AS THEY
DELIGHT THE CUSTOMER.
HOW TO RETAIN AND DEVELOP
ACTIVE CUSTOMERS CONT.D

12. HOW TO AVOID CUSTOMER DISSOLUTION
CONSTANT REVIEW OF BUSINESS OPERATIONS
WITH CLIENT (IS TURNOVER RISING OR
DECLINING)
REGULARLY ANALYSE CHANGES IN THE
BUSINESS ENVIRONMENT
ANALYSE AND HANDLE COMPLAINTS FROM
CUSTOMERS / CLIENTS PROMPTLY

13.  CONDUCT CUSTOMER SATISFACTION SURVEYS
PERIODICALLY
 BE IN CONSTANT TOUCH WITH YOUR CLIENTS
 BENCHMAKING YOUR OPERATIONS WITH GLOBAL BEST
PRACTICE
 ANALYSING COMPETITORS ACTIVITIES CONTINUOUSLY
HOW TO AVOID CUSTOMER DISSOLUTION

14. THE END