Learn how to most effectively spend the few minutes before you reach out to a buyer. Explore how to identify potential talking points, key issues, and relevant industry themes.
- One the most impactful business development lessons…came from my fourth grade teacher, Miss Buckner.…You're probably thinking,…what kind of insane elementary school did you go to?…But give me a second, let me explain.…This lesson was actually about nonfiction writing.…Miss Buckner taught us…that in order to develop a complete story,…you had to be able to answer the five Ws,…Who, What, Where, When, and Why.…And those same five Ws…are important for business development.…
Let's dive deeper into these five categories…and look at them through a business development lens.…Who is, well, the person you're calling on.…You need to go beyond their name and title here.…Think about what metrics this person is responsible for…and what role they play in organizational success.…What.…What is the business they're in?…What problems are they solving for their customers…on a daily basis?…And it's really easy to be too broad here,…like saying banking.…
But what does banking do?…It helps people save money, buy homes,…invest, and even start businesses.…
They begin by reviewing research fundamentals and key insights to consider before you get on the phone with a potential customer or schedule that first in-person meeting. They also discuss the landscape of business development and how to leverage internal systems for more successful conversations. Lisa and Elizabeth spell out how to speak like a leader, unpack and discuss your competitors' strengths and weaknesses, avoid common mistakes, and more.
- Use the standard five facets of business to understand how your customers operate.
- Modify your CRM to effectively capture customer information.
- Recognize how customer impact influences your organization.
- Practice attention-grabbing techniques to improve your introductory call.
- Discuss strategic issues relevant to customer's business.
- Review rejections to improve relationships with prospective clients.