Research

The first step in generating quality business leads is RESEARCH; failure to research and understand your target market and your prospect’s business will look unprofessional and lazy. We look into what our target businesses do, and what is happening in their industry. We focusing on a particular industry to gain thorough knowledge and a better understanding of what the prospect requires.

The First Contact

In the early stages of communicating with a prospect customer,  it’s crucial that you LISTEN to what they are saying. Instead of many salespeople who take the opportunity of a first conversation with a desicion maker to simply bombard them with as many features and benefits of their produsct or service that they can cram in, we question the prospect and really listen to their answers. Getting them to talk will enable us to gather all the information we need.

Create a need

Having spoken with the prospect, and asked the right questions,  we are in a position now to understand what their current situation is, and what their goals are. This means we can discuss any business opportunities from the vantage point of understanding their needs, not  just the products or services on offer.

Developing The Opportunity

Once the opportunity has been discovered, we will be able to drive it the right direction... to close. Business development is rarely about getting quick wins, it’s about nurturing leads and bringing them closer to the close. Developing the opportunity is about securing a strong relationship with your prospect client, and working towards the close together.

Closing Down The Deal

When you spend the time to research, discover opportunities and nurture opportunities you will find yourself having ownership of a strong quality pipeline of opportunities that you can bring to fruition. Closing deals may be the aim of the game, but it’s the steps we take to get there which will bring more success and stability to our sales pipeline.