OK, now that we know that wishing on a star doesn’t bring results, let’s take a look at some actions that can make a difference:
- Go through your database with a fine-tooth comb and pay critical attention to dormant accounts and proposals that were never won. Can prospects in these two categories be resurrected? And what about your existing accounts? Are you getting all of their business or are you leaving some on the table? If you are, then consider yourself open and vulnerable to the competition because you can be sure they will try to come in and snatch up your share of the work as well.
- Are you engaging in “strategic” networking or are you simply attending as many events as you can? This quantity versus quality approach will ultimately cost you valuable time and money. Can you really afford to waste either? (I thought not.) Develop a strategic networking plan paying careful attention to the events and groups that you visit and join. Remember that “six degrees of separation” is an important networking mantra. One or two good “people connectors” can be vastly important in your business-development efforts because they can lead you to an infinite number of contacts and connections that may ultimately turn into business.
- Now that you’re re-engaging with select prospects and clients in your database and are networking with care, you must develop an effective “touch point management” system. Business development is like a tending a garden. You plant seeds but then you must nurture them in order to have anything grow. Unless you are engaged in a highly transactional business, generating clients takes time. And you must stay on the radar screen of everyone you deem “worthy,” whether they are a potential client or an influential referral source.
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Adrian Miller is the founder of Adrian Miller Sales Training. To find out more or to visit her blog go to http://adrianmiller.wordpress.com.