I'll get you introduced to the real decision maker
New Business Development is the complete understanding of your product or service and how it will fit into the intended audience's use. Gathering important background information from subordinate staff. Identifying who really is the decision maker i.e. a single individual or committee. Finally, making the call to the decision maker. Because I am prepared, I am able to proceed directly through the gatekeeper. Because I am prepared the appointment numbers are higher. I subscribe to my own on-line database services so that I can enter specific bullion code for lists based on region, just opened businesses, or branches of existing businesses. I qualify and identify the real decision makers within the target firms. Qualified candidate firms are added to the internal database with proper notes and indicators of how a decision is made and who is the decision maker. I would then make appointments for the internal sales team with the decision maker or strongest influencer. I brief the internal sales team as to what the prospect wishes to discuss at the appointment, their years in business, sole proprietorship, partnership, or corporation, who the real decision makers are, if this is a branch or home headquarters, who they use now for services, current status of the relationship, and other qualifying information which will create a good business fit. I keep my internal sales representatives busy with full calendars of qualified appointments. The internal sales team doesn't have to waste their time prospecting.
If your business is only relying on word-of-mouth advertising, straight commission hires or an occasional response to your webpage announcement of products/services, then be prepared for much more activity when you have direct marketing for New Business Development. New Business Development is THE most effective way of gaining new business surpassing all other methods many times over. You will have to hire more people to handle the activity.
By mutual agreement
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