Be Relentless for New Business
Okay. I said it. AGAIN.
But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call it “Respectfully Relentless” for a change.
Truly, being persistent and relentless in new business is a central component of winning new clients.
Sales statistics appear regularly on how many “touchpoints” are required to set up an initial conference call or meeting with a new prospect – in the range of 8-12 calls just to reach the prospect (Source: Brevet and InsideSales).
They are close.
Our average shows 7.6.
Our process involves developing knowledge about the prospect and their potential needs prior to reaching out to them. With this, we are able to eliminate a call or two.
However, all prospects are not equal. Nor is prospect behavior the same throughout the year.
What does this mean for your new business program?
- First, your new business team HAS to be relentless.
- They need to have the time to focus on consistent outreach.
- Persistence alone isn’t enough. Outreach has to be relevant and deliver value. Does your team have the resources, including time, available to learn about prospects and their needs?
- Are they encouraged to be relentless for new business? That is, do they have other responsibilities that might detract from business-building focus?
While we don’t want to wear out “persistence”, it’s fundamental to achieving your growth goals.
Urge your team to be relentless in the polite pursuit of new business