We all know that business development is a process whereby you plant seeds and nurture them and, at some point, you will start to see something blossom and recognize ROI on your business development efforts.
Some strategies take a long time to execute; others can be done much faster, and so for the impatient among you, here are 3 things that you can start to do immediately:
1. Start to prospect now. Be proactive. Don’t depend on the phone ringing and don’t expect that referrals will keep your pipeline as full as it needs to be. (Another good reason to prospect is that it helps you to keep your sales skills fine-tuned and sharp. Sorry, but living on referrals tends to make you a somewhat lazy business developer.)
2. Get “seriously” involved with social media and develop a social media plan of attack. (I don’t mean updating your Facebook and Linkedin status once per day.) I do mean learning how to use these tools to their best advantage, initiate and engage in conversations, utilize the “search” capabilities, showcase your firm and it’s capabilities, etc.
3. Reconnect with dormant accounts, follow-up consistently on all proposals and quotes and reach out to small, marginal accounts to cross-tell your other products and services. Sounds like common sense, right? It is but the sad truth is that many companies do not mine the gold in their existing account base. This should be started immediately.
There you go. The good news is that if you don’t have the resources to execute any of these 3 efforts there are resources out there that can do them for you.
You don’t have any excuse. Just do it.