The glue that will bind your business development company with your clients, past and present, is based on relationship building. Not only is the building part critical but also the maintaining of the relationships, and look at all clients, including potential clients, as part of your business team. It’s a fact that people like doing business with those they like, and a solid relationship forms the basis for that to happen. The important thing for all businesses is to be remembered for the things they do best.
In addition to providing expert knowledge for business development, you have to encourage them and keep everything positive. It’s safe to think that what they know how to do is not up to par with what you can do. You may go through instances when you have to remind them that all will be fine. Don’t be afraid to display your knowledge and talk about your experience as it’s relevant to the situation. Nothing beats solid experience and the lessons learned from past mistakes.
What is astounding about humans is the smallest things can have the greatest impact. The best way to deal with questions you don’t know the answers to is just to fess up with them. The fear with this is you may think they’ll view that in a negative way. They hired you to do the job, and maybe you can’t bring yourself to looking like you may not be the right person for it. People understand if you don’t know, and they will appreciate the callback you will give them, soon. Everybody likes honesty in others, and your clients will like you more for being that way with them.
Following up with any and all people who are prospective clients must be done. If you did not hear back after the first attempt, don’t get discourage and reach out again. Any business should have an interest in business development services, and they should give you an ear to lay it out for them. But just avoid coming on too strong even if you’re passionate about what you can do.
Remember to develop new clientele, while at the same time, not ignoring those that have already been there for you. Keep all your relationships alive and reach out to them and remind them you’re still vested in their success. Old clients should always remember there is a connection to you, even though you have done the job for them already.