Business Development Through Email Marketing

Do you think business development is all about connecting a product with the customer?

Think Again!

Welcome to the new generation of technologies where business development is now revamped into an exquisite technology backed by the most effective tool known as email marketing.

It is understood that many benefits can be reaped through an effective email marketing campaign, whereas the question arises, as to what is the benefit of business development through email marketing.

Listed below; you will find a few benefits of business development with the help of email marketing:

• Attracting Customers – It is easy to attract a major amount of customers as email databases have a very wide reach towards their users. The graphical interface and the astounding colours make it a must for any person to get attracted.

• Generating Leads – Attracted customers tend to call for information on your product or service. This enables you to create a database of prospective leads for future marketing.

• Research – Email campaigns tend to have the quickest response out of the many marketing strategies available today. This provides you with the opportunity to conduct a research as to how the response is generating and what the customers are expecting.

• Promoting – Reach an array of customers spread across diversified sectors so that not only your target audience but everyone is aware of your product.

• New Boundaries – Emails can be sent to anyone in any part of part of the world. This ensures that the reach of your product is not only limited to one location but rather spread across many countries and regions. Your product is world famous in just a day!

How it works
A car without an engine would not complete its task of starting up; in the same way, for the best business development technique to provide you with results, you need the help of proper email marketing Services. This technology helps you to customize it according to your product requirement, thus enabling you to reach towards your goal of success.

email marketing is the ultimate solution when it comes to business development. High end technology with low cost solutions is what everyone is talking about. Let’s stop talking and start implementing this technology today!

Note: – Did you know that this is the most eco friendly solution towards business development! You can help save tons and tons of paper and reduce carbon emissions and help save this planet.

Switch to email marketing today to gain success from business development and Live for today with high hopes for tomorrow. Your product is your hard work. Think wisely as the future of your product is in your hands. As Sir Albert Einstein once said “Learn from yesterday, live for today, hope for tomorrow.”

Making New Business Development a Priority – You Wouldn’t Ignore Accounting, Would You?

Everybody’s in Sales

Business development should always be a priority, but it’s especially important for organizations that don’t have a sales force. In my opinion, everybody within an organization is in sales, because every touch-point with the outside world is an impression that you leave and an opportunity to sell. Too many times I have encountered a culture where business development was viewed as something that someone had to do (begrudgingly) and nobody took ownership. Somebody within your organization has to own sales and business development. This person needs to understand the process, or be able to hire somebody who does. Talking to somebody at an airport bar while waiting for a flight is one way to plug your business, but how many times can you do that? We need to think of business development as something that is replicable and that could be continued even if people leave the organization.

Set Up Systems

My opinion is that, if you get hit by a bus tomorrow and nobody can continue your job, because there is no system in place, you don’t really have a business. Warren Buffet once said “you need to set up a system for your organization that an idiot can run, because at one day that will happen” (check out the quote!).

Systems are used for engineering, IT, production, or accounting. Nobody would expect a company to not have an accounting system but it’s highly common for companies to live without any system when it comes to sales. That is when I developed the blueprint of “Selling & Dating” and how the two compare. It’s a humorous way of looking at the process, but if one follows the steps sales becomes more transparent.

Selling is a Process

That’s probably why most people are afraid of sales, because there is no guidelines, no blueprint. Hiring somebody who is charismatic is very often an option that is chosen. But charisma only takes you so far. Sales really is a process and once everyone in the organization understands that, it will be a lot easier to follow. There is this fear of selling, almost a disdain where sales is viewed as a practice where we have to persuade another person to buy something that they really need or like. Once we shift that mindset and understand that as long as we meet a need that another person has, it’s so much easier to embrace selling.

In my opinion, the fear and reluctance to selling stems from the fact that we are not taught to do it in a process oriented way. “Just pick up the phone and pitch our business”, seems to be the advice that many people are given, especially in smaller organizations. Once you have developed an ideal prospect profile and you know that what you are offering is something that your target will need, you can be structured in your approach and have a conversation rather than a sales chat.

Trust me, it works every single time.

Never forget those 3!

When developing the benefits to your audiences, always remember to develop messaging that helps them get their attention. If you have read my blog you will remember that people buy because you can help them:

  • Make money and/or
  • Save money or time and/or
  • Improve their reputation internally

Top 10 Trends in Sales and Business Development for 2014

Will companies be hiring more salespeople in 2014? What will companies do to stand out from the competition? Will CRM systems expand or contract? How will the economy impact business growth? These are some common questions I hear as I address audiences around the world. Here are my predictions for the ideas and trends that will shape sales and business development in 2014.

1. Evolution of Subject Matter Experts

Buyers can now get just about all of the information about your company, products, and services from your website. However, what they do not have is the trends, best practices, or creative applications that determine whether or not there is a fit for the customer’s situation. Buyers will continue to value the subject matter experts.

If you want to know whether or not you rise to this standard already, ask yourself if your ideal clients would value the meeting from your team enough that they would pay for the session. If so, then you might already be there. If not, then you have a goal for 2014.

2. Content Becomes Emperor

Last year, people said, “content is king.” In 2014, content will continue to be the core to building value and getting heard above the noise. Buyers (and Google) value the best educators, as Marcus Sheridan of TheSalesLion.com says. It used to be that companies feared sharing their best stuff on their websites. As more initial investigations for solutions move to search engines, your ability to stand out from the crowd comes down to whether or not you are addressing the most important questions for your ideal customer. If you are stuck with your head in the sand, you might just get run over.

3. Continued Shift Toward Vertical vs. Geographic Focus

The shift from vertical to geographic focus tends to work in cycles. With the advancement in video-based communication and collaborative technologies, geography becomes slightly less of a big deal. However, the increased value placed on subject matter expertise will shift the table in a big way in 2014 toward vertical markets.

4. Collaborative Sourcing and Selling

Over the past five years, there was a trend of buyers beating up on weaker suppliers. While the short-term goal of the buyer was a reduction in costs, the unintended consequence was the destruction of many suppliers and companies who either lacked a competitive advantage, or failed to identify their lack of negotiation and sales prowess before it was too late. Ultimately, buyers lost a portion of their supply chain. The more sophisticated buyers will seek sellers with whom they can work collaboratively to obtain the greatest value. Buyers realize that the cheapest price has little meaning if the vendor cannot deliver as needed.

Collaborative selling will reward results and outcomes, but will continue to punish those selling commodities.

5. The Shift Toward Project-Based Services Engagements

Buyers have discovered that paying by the hour creates a disincentive for innovation and efficiency. The longer it takes the vendor, the more they earn. However, for the client, the faster they get a solution, the better. The hourly-vendor who delivers the most efficiently makes the least money. In 2014, the top performing professional services organizations will start shifting as much as 30% of their billing to project-based, or outcome-based pricing (with assumptions to protect themselves). Buyers want results, and they’ll pay for it. However, the savvy customer rarely wants to sign a blank check for hours of time without a defined outcome.

6. Sick of Waiting for the Economy – Build your own

Most economists say that the economy will continue to bump along in 2014. Innovative companies with a great story will start putting their capital reserves to work to build their own economy. The economy grows when businesses grow. And, those with creativity and value will get tired of waiting for the so-called “economy” and will build their own environment to thrive. This will drive accelerated growth in the latter half of 2014 to carry into a strong 2015.

7. Hiring Trend for 2014

Recognize that there is a need for subject matter experts. Be on the lookout for businesses cross-training their subject matter experts on how to manage a sales process. Those who do hire sales professionals or sales managers will rely more on specialized recruiters to ensure their next hire is the right one. Hiring people who were just looking for work has burned many companies. Often, the hiring companies discovered that those people were out of work for a reason. There are great ways to find a gem without using a recruiter, but recruiters are still the best way to attract superstars from other companies.

8. Simplified CRM Solutions

Years ago, companies realized they needed something beyond a spreadsheet (or napkin) to keep track of their business pursuits. Customer Relationship Management (CRM) solutions emerged to maintain knowledge, automate forecasting, and improve communication. However, over time, the CRM solutions have taken on a life of their own. The data entry requirements had become so overbearing that few organizations enforced compliance (mostly because the only people who filled out all of the fields were the worst performing reps). Look for a shift in 2014 for companies to identify the top eight (or three) pieces of information they need to understand if a deal is legitimate or not. They will ask reps to maintain fewer pieces of information, but will require compliance.

9. Better Qualification for Efficient Pipelines

It used to be that if a company was trying to reach $5 million in revenue, it would often look for a pipeline of $8 to $10 million. Today, companies often set a three to five-time multiplier. So, for $5 million, they pursue $15 million to $25 million in opportunities. Sharp organizations have started tracking the cost associated with pursuing unlikely deals. Instead of chasing everything, companies will define specific criteria for what makes a good pursuit, and which ones should be dead on arrival. The definition maintains focus, and preserves resources for the proper pursuit of the opportunities that deserve the company’s attention. Look for companies to qualify based on the relative impact and importance to the customer of solving the issue, rather than the desire of the company to sell something.

10. Honesty Prevails

With so much hype and old-school tactics, buyers will reward sellers who identify their own limitations. Claiming you are an expert at everything will be hard to believe when the buyer can search to discover the truth. Humility and candor will be sought after skills in 2014.

Top 5 Business Development Blunders

Effective communication skills are essential to successful business development. Yet they’re often under-emphasized and sometimes completely ignored. Why? Because we communicate so much and so often (approximately 20,000 words per day) we often take it for granted. But regardless of how good your product or service is and how much expertise you have in your area, it all goes to waste unless you can communicate it to others. When you actually get the chance to sit down with a potential client and discuss doing business together, don’t blow it by committing one of these big five business development blunders.

1. Talking about your product or service. Infodumping is simply telling someone all there is to know about what you’re selling. You probably cover how long you’ve been in business, who developed what, your philosophy of business, your market share and all the choices you have available. This approach is likely to leave the potential client in exactly the same place on the sales continuum as when you started. Your objective should be to get him to gravitate towards you. Go into your meeting with a strategic goal. What specifically do you want him to know, do or believe after meeting with you. Is it to place an order, sign up for a trial or believe you’re the only logical choice? Once you have a strategic goal, your destination is in sight and you can begin mapping a route to get there.

2. Not listening. No salesperson has ever listened herself out of a sale. Yet, when asked a simple question, many salespeople take it as a license to deliver a monologue. Here are three tips to practice better listening. First, use questions to discover what’s important. If the potential client says “tell me about yourself (or your product or service or company)”, respond with “what would you like to know” or “what aspect is most important to you in making a decision?” Second, never talk continuously for more than a couple of minutes without giving the other person an opportunity to speak. Third, don’t correct the other person unless it’s absolutely essential for the discussion to proceed–it rarely is and no one likes to be told he’s wrong.

3. Using sales clichés. People usually begin to lose interest the moment they feel they’re being sold. They usually begin feeling that way when they hear stock phrases such as “That’s a great question” or “What will it take to get your business today?” People need to feel like individuals, not like pieces in an assembly line. Sales clichés operate on a Pavlovian model–use a specific phrase and you’ll get the response you desire. It’s manipulative. Try shifting to a consultative approach where you’re seen as a advisor or problem-solver.

4. Failing to adapt to the situation. The problem with using a sales script is that it assumes too much. It assumes similar motivators, perspectives and situations in life. A financial planner I know has developed a very clever approach to meeting clients. He places bowls near the cash registers of higher-end restaurants in his territory. On each bowl, he places a small sign encouraging patrons to drop their business card in for a chance at a free meal at that restaurant. He goes through the cards periodically and invites someone to lunch with the understanding that he’d like a few minutes to talk about his services. When I met him for lunch, he presented his sales talk that assumed A. I had taken on a big mortgage to finance my house (I didn’t) B. I had to save for a child’s college fund (I don’t) and C. that my parents might someday need assisted living care (they’re both dead). Treat each meeting as unique and don’t assume too much.

5. Failing to distinguish features from benefits. Salespeople often focus on telling someone what a product or service is or does at the expense of what problem it solves or what pain it takes away. I once observed a commercial leasing agent show office space. As he met the clients in the building foyer, he commented on the large parking lot outside. That was a feature statement. A benefit statement would have focused on how clients would never have to search for parking or that people could always park close to the building in bad weather. Let’s say your product includes a video–that’s only a feature. The benefit is that someone can see exactly how to use your product. Apply this test to the statements you make–ask the “so what” question. If you can’t answer it, you’ve got a feature rather than a benefit.

Developing good communication skills is a result of thinking more strategically about how communication affects our interactions with others, then putting those strategies into play. When you avoid these top five blunders of business development, you’ll not only gain more business, you’ll lose less. Remember, if your idea is important, it deserves to get heard.