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The Financial Times Guide to Business Development (2/2)
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The Financial Times Guide to Business Development (2/2)
by Mr. Ian Cooper
Financial Times Guide to Business Development
Cover
The Financial Times Guide to Business Development (1/2)
The Financial Times Guide to Business Development (2/2)
Contents
Acknowledgements
Introduction
The 21 commonsense business development truths
Focus on converting leads, not just on generating them
Exceed customer or client expectations
Speak to potential customers or clients . . . and speak to them nicely
Be open for business
Don’t let your admin get in the way
There’s no job more important than helping customers or clients part with their cash!
Don’t let technology get in the way
Quality and word-of-mouth count for everything
Actively strive for consistency
Recruitment is part of business development
Keep in touch with your existing and past customers and clients
Master social online media
Test your ideas, concepts and prices
Plan, but keep things simple
Take complaints seriously
Make your customer or client environment appropriate
Train your people to spot opportunities
Get out of your office or premises and mix and mingle
Find a niche and specialise
Model what works best
Be squeaky clean – you need to be trusted
Asking the right business questions: a toolkit for business development
The five impact questions
The 100 business development questions (1/2)
The 100 business development questions (2/2)
The 20 business development pricing tools, truths and techniques
Winning business is not the most important thing – being profitable is
Price is a communications issue, not a financial or accounting one
Focus on value and service and not just price
Bundle in and include as much as you can
Unbundle and charge things separately
Don’t fall into the price trap
Consider increasing your prices
Use division and comparison
Get others to justify your prices
Price with guarantees
Price for specialisation
Price for profile and experience
Price based on feedback and testing
Price for prestige
Price for know how
Price with the competition in mind
If you must have a loss leader, make it count!
Consider special deals, promotions, sales and discounts
Price for easy payment
Price with magic numbers
Introducing the business development priorities
Priority 1 – Convert leads, opportunities and enquiries into profitable business
Priority 2 – Develop more business from existing customers and clients
Priority 3 – Externalise business developmen tefforts to generate new leads, opportunities and enquiries
Priority 1 – Convert leads, opportunities and enquiries into profitable business
The 10 commandments of converting leads and enquiries (1/2)
The 10 commandments of converting leads and enquiries (2/2)
The five-step conversion process
General tips on handling leads and enquiries
Priority 2 – Develop more business from existing customers and clients
Golden rule 1 – Know your customers and clients
Golden rule 2 – Keep your customers and clients happy (1/2)
Golden rule 2 – Keep your customers and clients happy (2/2)
Golden rule 3 – Keep in touch with your customers and clients
Golden rule 4 – Offer additional products and services
Golden rule 5 – Get customers and clients to recommend and refer
Priority 3 – Externalise business development efforts to generate new opportunities, leads and enquiries
The internet: the commonsense guide to developing your business online (1/3)
The internet: the commonsense guide to developing your business online (2/3)
The internet: the commonsense guide to developing your business online (3/3)
14 ways to develop your business through joint ventures and collaboration
How to win in competitive situations (1/2)
How to win in competitive situations (2/2)
Brand your way to business development success
Direct targeting by telephone (1/2)
Direct targeting by telephone (2/2)
Personal performance business development skills
Sales skills and tips
Writing skills and tips
Conversational networking skills and tips
Presentation skills and tips
Negotiation skills and tips
Time management skills and tips (1/2)
Time management skills and tips (2/2)
Pulling it all together – making it happen
Beware of planning madness
Know what to do first
Create some ‘have to’ targets
Hit your targets by working backwards
Provide strong leadership and involve others
Stop putting things off
Conclusion
Index (1/2)
Index (2/2)
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