A business prospect has agreed to meet you and listen to your pitch. Rainmakers know how to use time with a potential client wisely. Maximize the likelihood of winning the business by setting and achieving these five goals for your meeting.
Four Ways To Maintain Your Client's Trust
In my experience, getting an excellent client is difficult, but keeping that client is even more challenging. No client will award you their business before you've achieved an adequate level of trust. A business development professional should convincingly articulate their firm’s ability to bring material value to the client. Building that trust is tough enough. But maintaining that trust and enjoying a treasured long-term relationship with the client can be far more arduous. Here are four key ways to improve the likelihood that you'll maintain a client’s valued trust in you and your firm.
Don't Ask For A Prospect's Business -- Provide Them With Value
Don’t ask for business in your first meeting with a prospect. Rather, provide value to that person.
Yes, that’s counterintuitive. You’re likely thinking: “What? Don’t ask for the business?” Yes, that’s what I’m saying. As both an attorney and the founder and CEO of a coaching and business development consulting firm, I've found that service providers in particular are very direct in their "ask" in 99% of first meetings with prospects. They want to do work for the prospect and ask for the business. But, see, that’s where the opportunity lies for you.
Joe Brocato Featured on Forbes Business Development Council Expert Panel
No matter how skilled of a salesperson you are, you'll occasionally face a particularly difficult prospect. Maybe they're countering every point in your pitch with a rude comment, or their eyes are glazing over as you discuss your product features. Either way, they're just not as invested as you'd hoped they'd be.
Create A More Productive Business Development Culture
A professional service provider with a book of business is ultimately more profitable to a firm. Management must establish a culture around business development that maximizes the likelihood of each professional’s immediate results and inspires commitment to the process of generating net-new revenue for the long term.
Here are four major strategies professional service firms can use to create a more productive business development culture.
Joe Brocato accepted into Forbes Business Development Council
Joe Brocato accepted into Forbes Business Development Council
Forbes Business Development Council Is an Invitation-Only Community for Senior-Level Sales and Business Development Executives
Chicago (August 28, 2019) — Joe Brocato, a Senior Partner of Gozdecki, Del Giudice, Americus, Farkas & Brocato LLP and Founder & CEO of Intense Coaching and Consulting Worldwide, has been accepted into Forbes Business Development Council, an invitation-only community for senior-level sales and business development executives.
Brocato was vetted and selected by a review committee based on the depth and diversity of his experience. Criteria for acceptance include a track record of successfully impacting business growth metrics, as well as personal and professional achievements and honors.
“We are honored to welcome Joe Brocato into the community,” said Scott Gerber, founder of Forbes Councils, the collective that includes Forbes Business Development Council. “Our mission with Forbes Councils is to bring together proven leaders from every industry, creating a curated, social capital-driven network that helps every member grow professionally and make an even greater impact on the business world.”
As an accepted member of the Council, Brocato has access to a variety of exclusive opportunities designed to help him reach peak professional influence. He will connect and collaborate with other respected local leaders in a private forum. He will also be invited to work with a professional editorial team to share his expert insights in original business articles on Forbes.com, and to contribute to published Q&A panels alongside other experts.
Finally, Brocato will benefit from exclusive access to vetted business service partners, membership-branded marketing collateral, and the high-touch support of the Forbes Councils member concierge team.
“I am honored to join the Forbes Business Development Council, and look forward to sharing my thought leadership on a wide array of business development topics with the Forbes.com community,” said Brocato.
ABOUT FORBES COUNCILS
Forbes Councils is a collective of invitation-only communities created in partnership with Forbes and the expert community builders who founded Young Entrepreneur Council (YEC). In Forbes Councils, exceptional business owners and leaders come together with the people and resources that can help them thrive
For more information about Forbes Business Development Council, visit forbesbizdevcouncil.com. To learn more about Forbes Councils, visit forbescouncils.com.
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How to Turn a “No” into a “Yes”
You’ve met with a great lead and pitched your product or service, but all that’s coming back is a resounding “Thanks, but no thanks!” Ever heard that before? I have (many times), and if you are an active business developer, then you have heard this, too – and will continue to hear it probably more times than you would ever want.
3 Power Strategies For Building Unique Business Relationships CEO World
A Unique Business Relationship (UBR) is a relationship that is difficult, if not impossible, to replace. It is the gold standard in business development—the ultimate goal of rainmakers. In my experience, good relationships aren’t good enough anymore and great relationships are not as reliable as they used to be. We need something more. We need the type of relationship with our clients, customers and referral sources that will maximize the potential of getting and keeping the business. There are three power strategies at the heart of building UBRs.
Read the complete article on Ceoworld.biz