I have been working with a client for the past year and a half on building out her business development capabilities. We have calculated her pipeline, created marketing strategies to fill that pipeline, devised drip email campaigns and presentations—you name it, we have planned it.
BUT IT WASN’T UNTIL THIS MEMBER MADE THE DECISION IN HER HEAD TO REALLY FOCUS ON BUSINESS DEVELOPMENT THAT SHE STARTED TO SEE MAJOR RESULTS.
On our coaching call in November she told me she had finally felt the light bulb go on in her head as it related to business development. She realized that she had to stop obsessing on the dollars (both what she was bringing in and what she was spending) because that wasn’t getting her anywhere. Instead, she declared that she was going to focus 100% on business development.
The change was almost instantaneous. By our next call the following month, this woman had begun emailing five contacts each day. She also joined two professional organizations and took on leadership roles where she could meet as many potential clients as possible. She changed her daily work plan slightly to include 30 minutes at the end of the day where she teed up who she would be emailing the next day. That way, the next morning, she didn’t really have to think about anything. She sent her emails in 10 minutes and moved on.
Guess what happened? She landed three new clients by January, literally doubling her monthly revenue!! She credits her success with her determination and her willingness to “get out there and meet people.”
So here is my challenge to you. Stop obsessing over the wrong things.
Decide to make business development a priority and then just go out and do it. I promise you, only good things will happen.