One of the hardest parts of practicing purposeful business development is starting. So how can you start? I was asked to present on this topic at my local toastmasters group and thought it would be worth sharing my presentation here. Exploring the secrets to getting started with your business development, you’ll find it isn’t as difficult as you might think.
Using the Triple A Framework
I write about the Triple A Framework extensively in my book Business Development Begins Here. In summary it comprises Assessing your company, sales ecosystem and your place within it. Aiming your future effort in line with your company purpose. Taking daily Action to further your company purpose.
Immediate Action Work Winning
Importantly, in getting started speed is of the essence and we will be looking at the Assess and Action phases only.
Assessing Your Customer
In an effort to hit the ground running I recommend assessing your customers first. Why? Arguably a business doesn’t exist if it has no customers. Therefore, I suggest they are the most important part of any business and should be treated as such.
Firstly, determine a profile of your ideal customer. I go through this process in more detail in this related post. Writing down the top 8-10 attributes of your ideal customer helps with this definition.
Plotting your attributes and your ideal customer profile into a matrix like the one below lets you begin benchmarking your customer base.
Input your top 10-20 existing, prospective and strategic customers and benchmark them against your ideal customer. Finally, using a simple red/green color code shows you which customers to prioritize.
Meeting Your Existing Customers
The second action is deceivingly simple. Go out and meet your existing customers in order of priority. There are a few reasons for this:
- They know you already and are more likely to meet
- Great source of feedback on your service (both good and bad)
- Potential to get some great product/service stories to use in future conversations
- Opportunity to get some early wins
Setting the meeting agenda around getting feedback and keeping a curious mindset keeps the meeting out of sales territory, making it more relaxed for both parties.
The Challenge
If you are serious about getting your business development started I have the challenge for you.
Over the next two weeks commit to meeting one existing customer every day. Ask them for feedback and learn how they do business. No sales. Make each meeting a learning conversation.
Do this and I can guarantee you will get a fantastic wealth of information about your product/service and will open up new sources of opportunities.
Immediate Action Work Winning
Are you looking to begin your Business Development journey but are not quite sure where to start? Download my quick start guide to business development. This gives a series of simple activities to quickly set you on the right path.
For a definition of business development you can check out my take in this post here.
If you are getting value out of my weekly free content I’d ask that you consider buying my new book. It’s a simple yet comprehensive framework to base your business development activity around and full of practical application to get you started now. It is available to order on Amazon now.
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If you want a more proactive and personal approach to your business development I am available to help. Through face to face video calls I’ll set you on the right path and keep you accountable to future activity. I currently have space on my 1on1 personalized coaching program and my flagship course. I’m also available to coach your team in the practice of purposeful business development. To learn more click the button below.