Mo asks Jane Allen: What is your personal definition of business development?
- Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It’s about showing them a problem they have as well as the solution.
- People don’t like to be sold to, but they do like to buy.
- If you’re struggling with being proactive, realize that it’s not the job of the prospect to call you or respond to your email. It’s your job to get the meeting.
- One of the best kinds of meetings is when someone says that they are not going to work with you, then at least you’re not going to waste your time.
- Don’t waste their time. Even if you think you have all the answers, you don’t. The goal of the first meeting is to ask thought provoking questions and to determine whether you have a solution to their problem.
- If you can’t resolve everything in one meeting, the goal is to secure the next. The prospect should understand the importance of the next meeting and you should give them enough of a cliffhanger that they anticipate it.