Posts filed under: Prospect First Meetings

What I find in my world of helping firms, acting as their outsourced lead generation/business development firm, is that there is usually a lot of enthusiasm, energy, and excitement leading up to and coming directly out of a prospect meeting...
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There’s usually a lot of enthusiasm, energy, and excitement leading up to and coming directly out of a first prospect meeting. Then it’s a bit like how a car dramatically loses its value as soon as it leaves the lot....
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A wake-up call to jar you out of your daily client machinations: after 2008, everyone got an unfortunate wake up call, and in terms of new business, realized there was no better time to get a lot better at it....
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We occasionally run into companies that aspire to be all-inclusive when it comes to new business. They don’t want to leave anyone out of the decision-making process. This makes sense for some business decisions related to the firm, but new...
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No matter how far along you climb up the inbound or social ladder or are flush with referrals, when it comes to new business, you will always need to actually talk to a prospect. At some point and sell them...
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It’s difficult to hire a new business person who understands how to sell your product or servive, more so to keep that person. One sure way to lose them even quicker is to expect too much out of the gate....
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Many (most of you?) know the scenario-you have a client who accounts for a large, sometimes very large, percentage of your overall work, and then this biggest client is gone – they go away. I was talking to a company...
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A new business plan is typically about those clients you’re going to get, as it should be, but too often your current clients aren’t part of your new business process. Three tips on keeping your current clients part of your...
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I talk to companies daily and I’m able to get perspective on the decision to use a company like LAUNCH or hire an new business director internally. Both have pros and cons of course, and focusing on the internal hire...
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Dropping CMO tenure, and the revolving door nature of the position, is consistently cited as a a new business frustration. Owners of companies typically list other reasons for a lackluster new business effort as: they don’t know how to create...
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