For many businesses, referrals are among the most valuable sources of new opportunities. Yet, executives often underestimate the importance of deliberately managing referral source relationships. These connections—whether with clients, peers, professional partners, or industry influencers—can significantly shape business growth when nurtured strategically. 1. Recognize Referral Sources as PartnersReferral sources are not just contacts; they are […]
Tag: business development
Call a Lot of People?
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
Connecting With Prospects Faster
In a recent article published by LinkedSelling, the question was posed, “How can you take a cold prospect, reach out to them, connect with them in a way that engages them, and offer them value so they see you as a resource & authority?” A good question for many of us… and, interestingly, the simple answer […]
Could a Past Marketing Perspective Be the Secret to Success Today?
In a recent article published on LinkedIn, Bruce Bolger, President of the Enterprise Engagement Alliance, shares some interesting data and perspective on a past marketing strategy that he suggests is primarily overlooked today. “In the late 1990s, the concept of one-to-one and permission marketing were born with great promise,” Bolger writes. “Yet, the current dominant approach […]
Staying in Touch with Your Marketplace
Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for achieving success is follow-up – i.e., staying in regular contact with customers, prospects, and influencers/referral sources. We have observed that most people fail to follow-up with sufficient frequency or with a value-added purpose. Frequency guidelines:If […]