Submitted by Cole Silver www.findcareersuccess.com
A business development strategy is defined as a process that allows one to concentrate on the greatest opportunities to increase revenues and to achieve a sustainable advantage. From my many years of experience in business and law, I have come to the conclusion that most business development strategies fail due to the lack of a “system.”
Do not make this mistake! Make your strategy failsafe by choosing the tactics you want to employ, but also be sure to have a system that keeps you consistently in front of your prospects. Without a system, you’ll flounder for direction and you won’t know what to do next.
To achieve a failsafe strategy, pick the ideas and tactics that appeal to you and that feel most comfortable. I highly recommend that you limit your choices to just five tactics initially and no more. The reason I suggest only five is because it’s best to keep your client development simple, focused and fun. Once the tactics you choose become second nature to you, you can add in more. But implementing too many at the start will dilute their effectiveness and become overwhelming.
Your system should concern itself with:
I. a method for visibility and consistency;
II. a method for obtaining data about prospects and getting them into your contact management database; and
III. a fun, easy and organized process to stay in touch and follow-up.
The follow-up system you implement should represent a “ladder” approach. Using the tactics described here, first you may start with a nice to meet you note, then an article, then a call, and so on. This multi-step process is designed to give your prospects a taste of what you have to offer and what it’s like to work with you.
It will inevitably show them how much you care about the issues that are important to them, and that you are consistent, credible and committed to their success.
When they need a lawyer, advice or referral, you’ll be fresh in their mind as someone who has always been there for them.