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Body Language and Business Development – Smile All the Way to the Bank

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We've heard that smiling is contagious. Well, we now know that it’s not only true – it’s also good for business. A smile not only creates an upbeat and positive environment and conveys to the potential Client your interest, enthusiasm,...
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Body Language and Business Development – Put Your Focus on the Client

Posted by on Category Business Development
For successful business development, your focus should always be on the Client - even when you first make eye contact.The impression you make begins the moment someone 'lays eyes' on you - so always look your potential Client in the...
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The Truth About Body Language – It’s Not Just All Talk

Posted by on Category Business Development
Have you ever had a business development conversation with someone that didn't go exactly the way you expected? You talked... they talked... but you just didn't seem to communicate. This might be because either you, or the potential Client, were...
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Taking the B’s out of B.D.

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Banish the Blackberry from Business Development If you want to be successful in building your business, the other 'B' that you need to banish - at least from Client meetings - is your Blackberry. Picture this: you and another partner...
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Taking the B’s out of B.D.

Posted by on Category Business Development
If you want to be successful in building Client relationships, the key to successful business development, there are two B’s that you need to forever banish when dealing with Clients. The first one is the word ‘busy.’  Be Careful Not...
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Business Development Mistake #10 – Confusing Activity with Progress

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If you think you are too busy for business development, then you may just need to be more focused. It’s easy to confuse activity with progress, but to be effective, you need to allocate your limited business development time wisely. Instead of spending...
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Business Development Mistake #9 – Focusing on the Wrong Clients

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So which Clients should you focus on developing business with? When in doubt, start with the ones who are writing you checks.  Typically more than 80% of business comes from current Clients, so start by strengthening and expanding relationships with them....
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Business Development Mistake #8 – Failing To Provide Value

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Securing a meeting - and ultimately developing business - with a prospective Client is easier when you bring something of value to the table. The challenge is that  value is unique to each individual, so to understand what a particular Client values,...
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Business Development Mistake #7 – Talking Instead of Listening

Posted by on Category Business Development
After you ask a Client or prospect a question, it is imperative that you listen actively. Active listening means devoting your full attention to what the Client says without interruption. Just a hint, you cannot listen actively while thinking about...
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