Monday, July 13th, 2020

Business Development

“Great salespeople are relationship builders who provide value and help their customers win.” – Jeffrey Gitomer

Times have changed and the pandemic has caused marketers to rethink their activities and strategies.

Sales calls are becoming a thing of the past. Plus, a prospective client already knows SO MUCH about the firm because they study your website and check you out on social media.

In a very informative article in the July issue of Inside Public Accounting (I hope you have read your copy), Carrie Steffen, founder, and president of The Whetstone Group says relationships can be nurtured even if meetings aren’t in person.

  • Check in with clients (use Zoom)
  • Check in with prospects and referral sources (organize a virtual networking lunch).
  • Move forward (if a prospect check-in meeting goes well, pursue the relationship further).
  • Use technology (be proficient with your video software – no fumbling around! Email is also still a good tool.)
  • Find profitable opportunities. (Revisit your definition of an “A” client and match prospects to the profile.)

Read the entire article for much more information. It is titled, Business Development In A Recession: Outrun The Competition With A Digital Strategy And Strong Relationships

  • "Do you want to know who you are? Don't ask. Act! Action will delineate and define you."
  • Thomas Jefferson

Leave a Reply