Your Business Development Checklist For Success
by David C. Miller, CPCC, PCC

Are you ready to capitalize on growing your business in 2008? Is everything in place for you to attract and convert a steady stream of clients and customers to your business? Do you have a systematic approach for marketing and sales that will bring clients to you? Reference the following 10 questions in this checklist to see if you’re ready:

1. Do you have a clearly defined destination?

It’s not much fun to do a lot of work growing your business only to realize that you’re not happy with where you’ve ended up. Develop a crystal clear vision and purpose for your business. Make your goals measurable, so you’re certain when you arrive. And make them inspiring so they’ll pull you towards them. Your goals and strategies will flow much easier from a place of clarity.

2. Do you know who your ideal prospect is and what solution you’re offering?

What is the profile of your ideal prospect? What problems do they have that would make them want your services? What solutions can you provide to exactly meet their needs? What types of prospects do you really enjoy working with? Getting clear on what you’re selling and who you’re selling to will make it easier for you to focus on qualified prospects and make it easier for prospects to find you!

3. Can you clearly establish and communicate what sets you apart?

Get clear on what makes you different from others who do what you do. Do you have a unique approach, process or model that you follow? Maybe you’re a specialist in a particular niche. What sets you apart may be your track record or list of clients. You must answer the question “Why you?” even if your prospect doesn’t explicitly ask it.

4. Do you have a marketing message that gets attention and interest?

When someone asks you “What do you do?” do you answer in a way that includes the problems you solve or the solutions you provide? Do you engage the listener in an interactive dialogue where they want to know more? Or is the conversation more like a rehearsed commercial?

You know your marketing message hits the mark when the prospect says, “Tell me more.”

5. Do you have a way to keep in touch and further qualify prospects?

Do you have a way to keep in front of your prospects on a regular basis? So much of success in business development depends on timing. Treat marketing as a process rather than an event. Stay visible to the prospect and continue giving them information to help them get comfortable and excited with the idea of working with you. Then when they have a need, you’ll be top of mind.

A great keep-in-touch tool is a newsletter or ezine where you can provide valuable information. Further qualify your prospects by offering a free report. Those who request it are most likely worth following up with first.

6. Do you have a follow-up strategy that invites them to set up an appointment?

It’s been said that “the gold is in the follow up.” If you’re not systematically following up with prospects, you’re missing out on massive business growth. You can invite the prospect to explore working with you by phone, mail, e-mail, ezine, speaking engagement, etc.

7. Do you have a method of structuring a conversation that simultaneously builds rapport and enables you to thoroughly understand their needs?

Once the prospect is in front of you, do you have an approach to understand their needs BEFORE you present your solution? A prospect won’t buy from you unless they trust you. How can they trust you if you haven’t taken the time to fully understand their challenges and explored with them a desired result?

8. Does your approach include giving them an offer they can’t refuse?

Do you give the prospect a compelling offer that motivates them to take action? I’ve seen countless brochures and websites that leave this part out. Along with the promise of great results, do you offer a free demo or a guarantee to reverse the risk? Think about how you can make your invitation completely irresistible!

9. Are you providing such great service that referrals naturally flow your way?

Are you providing extraordinary value to your clients so that they want to refer you? Do you consistently deliver great results? And while you’re at it, do you have a system to generate referrals from your clients and strategic partners?

10. Do you have a winning mindset, leaving success no place to hide?

Do you have the tenacity, persistence and wherewithal to execute your business development plan? If you do, you realize that business development takes an investment of time, energy and money. You’re willing to make that investment and stay the course in the good times and the bad.

So how did you do? Are there items on the checklist which are missing from your marketing? Are there other items which need to be upgraded?

If you’d like to discuss any aspect of this as it relates to your business, feel free to contact me for a complimentary consultation at 215-968-2483.

David C. Miller, CPCC, PCC, is president of David C. Miller & Associates: Business Growth Strategies and is a certified professional coach who helps business owners attract more clients and customers, increase their income, and achieve a higher quality of life. He can be reached at dave@BusinessGrowthNow.com or 215-968-2483 or strategies about how to grow your business, go to www.BusinessGrowthNow.com.

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