Take your business development temperature

We’ve asked the question, “what sort of lead generation do you need” around different market sectors and targets, but how do you get started on your business development journey at an early stage of your business?  The temperature you apply to your lead generation is related to the budget and resources you have available, as well as where you are in your business’s life story. You can turn the heat up or down depending on seasonal factors, your growth plans or market conditions.

Gas mark 1 – Getting the basics right.

Smaller businesses or ones that are at an early stage of their development need to build the strategy, collateral (case studies, brochures, email sequences), and data that will help you progress. The most important part of any business development campaign is creating a viable strategy. Defining your target markets, looking for opportunities for growth within them, and agreeing campaign goals will help you build a firm platform for success. Once you start seeing tangible results from your lead generation effort you will be able to progress to the next stage of your growth. If you put the basic building blocks for sales success in place early on, they will last you for the lifetime of the business.

Gas Mark 3 – The first step into external support.

You may find that your growth expectations quickly outstrip your ability to create new customers internally. At this point outsourcing lead generation activity will enable you to allocate your own resources to where they will be most valuable, nurturing and closing new clients. Identifying and connect with potential prospects through LinkedIn, and creating content that raises brand awareness and strengthens relationships can be outsourced, often more cheaply than they can be carried out internally. Taking the first steps into proactive marketing, such as direct email campaigns are often better taken with support from an expert.

Gas Mark 6 – Outsourced Business Development

Once your lead generation activities are bearing fruit you will need to consider how you will maintain a pipeline of new prospects to maintain existing revenue levels and continue to grow in line with your objectives for the business. At this point your own sales team will be best employed solidifying relationships with existing clients, and nurturing prospects who are close to a buying decision. Pouring new leads into your lead generation process, and then cultivating until they are ready to be passed on to your specialist sales team to close.

YBDT’s staged support mirrors these steps, enabling you to warm your business development up as the business grows. Our 15 years’ experience of supporting business in many sectors means that we have seen and solved most of the issues that business will face. The first tier of our staged support package includes extensive mentoring and support along with skills development workshops that will put your team on track. The second tier of support introduces the content and data driven components of the YBDT service, paving the way for you be ready to turn the heat up to the full YBDT business development process that has supported sustainable growth for countless companies over the last decade and a half. Get in touch to book a discovery call today and take the temperature on your lead generation campaign.

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  1. Pingback: Getting started with business development activity | Your Business Development Team Blog

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