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The Willing and The Disciplined

The Willing and The Disciplined. The Pyramid Club March 26, 2019. Agenda. What to take away from the next few minutes BD and Marketing-What’s the difference? BD Mindset A quick brief on Networking Skills: Listening and Questioning The “Relationship Ladder” Model Exercise

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The Willing and The Disciplined

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  1. The Willing and The Disciplined The Pyramid Club March 26, 2019

  2. Agenda • What to take away from the next few minutes • BD and Marketing-What’s the difference? • BD Mindset • A quick brief on Networking • Skills: Listening and Questioning • The “Relationship Ladder” • Model Exercise • Thoughts on cross selling and selling • S.M.A.R.T. goals, Fridays, and a simple plan

  3. B.D. and Marketing Marketing Business Development

  4. Business Development Mindset • Being a great practitioner = N.B.N.S. • Willingness to try • Networking: not a business-card exchange • Interested => Interesting • Invest time: at least one hour a week • Select a Board of Directors—of one!

  5. Your Brand: Warmth and Competence COMPETENCE WARMTH • Competence is critical but comes after warmth • “Know that you care…” • Faces were first brand logos • Warmth comes first and carries more weight => Trustworthy

  6. Your Network Colleagues High School Friends Sports, Book Club, Other Activities You Gym Former Colleagues Neighbors College Friends Friends fromKids’ Sports

  7. LinkedIn • Profile = your firm bio • Very useful tool • Identify and research your prospects • Who does your contact know? • Vernick example • Who else do you know at a particular company?

  8. Skills: Listening and Questioning • Focusing on the other person: “G.P.S.” • Messages of good judgment, integrity, and commitment to the other’s goals • Not interrogation • Story telling • The “Relationship Ladder”

  9. Skills: Focusing on the other person • Try not to be Jafar when he speaks to Jasmine • Smile often (warmth).Think: I have two ears, one mouth • Build rapport by asking a question and responding in kind (interested) • Work to understand the other person’s communication style (interested) • A conversation “builds” and is not one way

  10. Skills: Prospect BD questions • How is business? • What do the next 12 months look like? • What challenges do you see coming in the near future? • What are some of the things you like most about the service providers you work with? • How are we doing? (current client) • Is there anything we can do differently to help you and your business? (current client)

  11. Asking for Help The Relationship Ladder Offering Help Using time purposefully (“FPC”) Establishing integrity and trustworthiness Finding Common Ground

  12. Offers of help • Visit the office, meet colleagues • Give a “Lunch and learn” session • Introduce someone from your network to a client or prospect • Help a client’s kid • Landscaping, cleaning service, snow plowing • Non-profit passion? Introduce! • Attend a conference and bring back info • Remember: it’s a “contact” sport

  13. How do you prepare for a meeting? • Google, LinkedIn, Facebook, Company Website • Be conversant with his/her business and family • Know the current and future state of the industry • Goal: to get a sense for the person’s “GPS” and create a “next step.”

  14. Exercise: groups of three • One practitioner, one prospect, one observer • Round two: rotate • Start when the conversation turns to business • Five minute rounds

  15. Scenario • Through your networking efforts, one of your contacts has introduced you to a friend of hers who may be interested in some corporate and T&E work. Sounding friendly over the phone, the person agrees to meet for lunch. Through your research, you discover that she runs a small sports medicine practice and does not have a law firm of record. • After a good “get-to-know-you” conversation, the talk turns to business. Pick up the conversation here and take it through to the handshake at the end. You do not need to close; just advance.

  16. Scenario Discussion • What did you notice? • What was easy? • What was hard? • What would you do differently next time? • Did you establish the “next steps?” • What will you say in your follow-up email?

  17. Review: What are prospects looking for? • Warmth first, then competence • Good judgment, integrity, commitment to their goals • What would it be like to work with you? • Have you done work for someone who looks like me? • Can you communicate on my terms?

  18. The case for cross-servicing • One service = 12% • Two services = 28% • Three services = 61% • Four services = 74% • Five or more = 98% • Cross-selling danger!

  19. Closing the sale • When in doubt, don’t • Think: what’s the next step • Goal: keep the process going

  20. Fridays and A Simple Plan • Block time one day a week for BD • Develop a S.M.A.R.T. plan • Two current clients • Two prospects • Two referral sources • Set calls and meetings, do research, write emails, follow up • Use Outlook

  21. You don’t have to go it alone • Create a BOD of one! • Hold each other accountable • Meet for lunch once a month • Make it fun • Be a little competitive!

  22. Jim’s contact information • Jim Staples Consulting, LLCjim@jimstaplesconsulting.com610-574-9378 • Call / email with any thoughts or questions

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