Check that you're au fait with these critical components of effective initial contact.
You know how to:
- plan the approach
- set clear objectives
- overcome call reluctance
- write persuasive contact letters
- make the call
- plan the business development meeting
- introduce yourself, your team, and your firm
- manage meetings
- explain your capabilities, and those of your team and your firm
- describe the work you do in terms of benefits to your client
- gain commitment to proceed to next step.
If you feel your performance might deserve improvement in any of these areas, enlist support from:
- colleagues who've mastered these skills
- your sales coach
- your marketing manager
- expert external consultants.
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