Wednesday, November 01, 2006
Business Development is about being both tenacious, creative, and patient.
I have recently had trouble reaching prospective clients. I call, I email, I send snail-mail. NOTHING. Cold-calling, while a useful tactic, has not been working.
The good news is I know all about networking! (heck, I wrote a book about it!). But I also know that you cannot always network your way into every company as quickly as you might like. Fortunately, I have always believed that networking is just another useful tool, not the total answer.
Today I discovered that a combination of all tactics will work the best. I had called on a specific company for six months. I had left voicemails, sent emails, and had dropped off information. I could not reach my prospect and he would not call me back. I met another executive from the company at a networking event and we hit it off. I was going to move my attention to my new contact when out of the blue I heard from they guy I had been trying to reach for a year.
It turns out my name came up in conversation at the company and that spurred him to call me. Now I have a meeting scheduled.
Will I win the account? Maybe. But without the appointment there was no chance. So while no one tool helped me reach the prospect, a combination of many made it happen.
Never give up! Instead keep looking for unique ways to make contact. While I am still having a difficult time reaching my would-be prospects, I am still calling back until they meet with me!
Have A Great Day.
PS- Thank you to all who have recently purchased my book at Amazon.com. October was our sales month on Amazon!!!