In Episode 3 of The Business Development Podcast with Kelly Kennedy, the focus is on the importance of measuring business development efforts. Kelly emphasizes the need to build a rapport with potential customers by consistently reaching out to them on a weekly basis. He advises utilizing a customer relationship management (CRM) program to track marketing efforts and to ensure a two-way conversation with clients. Kelly also highlights the significance of measuring digital contacts, such as LinkedIn connections, as well as phone calls and emails. He suggests setting a standard for the number of weekly communications and emphasizes the value of being consistent in business development.
Overall, Episode 3 provides actionable advice on how to measure and improve business development efforts. Listeners gain insights into the significance of building a strong rapport with customers and the benefits of utilizing a CRM program. By consistently reaching out to potential clients, tracking efforts, and conducting two-way conversations, business owners and development reps can increase their chances of securing meaningful business relationships. The episode underscores the importance of being consistent, committed, and caring in business development, and offers practical tips for achieving success in this field.
Key Takeaways:
• Building rapport with potential customers is crucial in business development. By consistently reaching out to them and making a connection, you can establish a relationship before even getting in touch with them.
• It's important to measure and track your efforts in business development. This includes measuring who you reach out to, adding them into a CRM, and tracking phone calls and emails sent on a consistent basis.
• Consistency is key in business development. It takes time to build relationships and see results, so it's important to be consistent in your efforts and not give up easily.
• Utilizing a customer relationship management (CRM) program is essential for tracking and managing your business development efforts. It allows you to keep records of your interactions and helps you analyze your marketing efforts.
• Reaching out to customers on a weekly basis is recommended, but it's important to find the right balance. You should aim to make connections without annoying or overwhelming your potential customers.
• The ultimate goal of business development is to secure face-to-face meetings, whether through Skype or in-person, with potential customers. These meetings provide an opportunity to have a two-way conversation and ultimately lead to orders, RFPs, or vendor list applications.