It was a real pleasure to contribute to the DBA’s end of year ‘clear thinking for 2020’.
My contribution is…
If you are new to business development activity, it is better to plan to do ‘a little and often’, than have large ‘one-off’ campaigns. Remember marathons can’t be run from scratch. Start 2020 in a sustainable way, build up your skills and knowledge and your sales pipeline will grow.
If I had a pound for every time someone mentioned the idea of ‘automated marketing’ and ‘en-mass’ emailing to drive new business leads for their agency, I’d be a multimillionaire…
We’ve said it before; new business activity is a little bit like dating. Before you commit, there’s a period of checking each other out to make sure you’re a good potential match. Too often, we approach new business interactions with a standard approach or deck.
But, what we need to do is firmly put ourselves in our clients’ shoes and make sure we think about what they need and want to know, before taking the next step.