- 1. BUSINESS DEVELOPMENT STRATEGY 74 Beachside Parade, Yanchep,
WA 6035 Phone: (08) 9561 1738 Mobile: 0410 043 877 Email:
[email protected] Web: www.rothassociates.com.au
Developing a Balanced Business Development Strategy Prepared by:
Hein Roth Principal Consultant Roth Associates
2. BUSINESS DEVELOPMENT STRATEGY Outline ROTH ASSOCIATES 1.
Typical Issues 2. Information Age Business 3. Creating a Balanced
Business Development Programme 4. Structured Business Development
Programme 5. Questions ROTH ASSOCIATES BETTER LEADS. BETTER
BUSINESS. 3. Typical Issues Reactive No structured strategy No
staff engagement Predominantly outbound Inbound strategies are
foreign ground Converting enquiries into sales BUSINESS DEVELOPMENT
STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS. WE NEED
MORE OF THE RIGHT KIND OF BUSINESS 4. Business Turnover Drivers
Five turnover drivers to grow any business Get more inbound traffic
Convert more enquiries into business Increase repeat business
Increase average sales value BUSINESS DEVELOPMENT STRATEGY ROTH
ASSOCIATES BETTER LEADS. BETTER BUSINESS. Increase profit margin
per sale 5. The Changing Face of Business Industrial Age Business
Money driven Greed and exploitation Hard-sell approach 1760 - 1990
Information Age Business Information driven 1990+ BUSINESS
DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS.
Sharing and generosity Soft approach 6. Information Age Business
Traditional lead generation yields less Longer sales cycle
Companies are not achieving targets Major competition for business
Increased outbound marketing costs BUSINESS DEVELOPMENT STRATEGY A
major shift in business ROTH ASSOCIATES BETTER LEADS. BETTER
BUSINESS. Major shift to self-education DIY Access to the Web has
changed client expectations Knowing before interacting 7. Business
Development BUSINESS DEVELOPMENT STRATEGY 1970s 1980s Trade Shows
Magazines Sales Rep Peers Analyst Direct Mail CLIENT ROTH
ASSOCIATES BETTER LEADS. BETTER BUSINESS. CLIENT 2013 Online Video
Email Marketing Magazines Twitter Social Networks Business Networks
Online Q&A Peers Blogs SEO Optimisation Trade Shows Mobile
Marketing Virtual Events Sales Rep eBooks Direct Mail Analyst 1995+
8. ROTH ASSOCIATES The Changing Face of Business BUSINESS
DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS.
9. The Internet Boom 9.46 Billion web pages 100,000 Tweets/minute 2
Million Google searches/minute 680,000 pieces of Facebook
content/minute 200 Million emails/minute Some interesting
statistics BUSINESS DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER
LEADS. BETTER BUSINESS. 10. The Internet Boom 80% of all adults use
the Internet daily 90% visit a social networking site at least once
a month 78% gather information informally 59% engage with peers on
the topic Whats happening in the business world? BUSINESS
DEVELOPMENT STRATEGY 50% read blogs at least once a month 48%
follow industry discussions on the topic 37% post questions on the
topic ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS. 11. The
Internet Boom A couple of interesting business facts 33%+ companies
use Blogs for BD Companies that Blog get 55% more website visitors
57% of B2B companies have acquired a client through the company
Blog BUSINESS DEVELOPMENT STRATEGY 41% of B2B companies have
acquired a client through LinkedIn ROTH ASSOCIATES BETTER LEADS.
BETTER BUSINESS. 41% of B2B companies have acquired a client
through Facebook 42% of B2B companies have acquired a client
through Twitter 12. The Internet Boom BUSINESS DEVELOPMENT STRATEGY
What we really need is a mindset shift that will make us relevant
to todays consumers a mindset shift from telling and selling to
building relationships Jim Stengel Former Global Marketing Officer,
Proctor & Gamble ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS.
13. The Internet Boom How does that change the way business is
conducted? Be where your prospective clients are Be what your
prospective clients are really interested in Be generous with your
information Focus on benefits and added value BUSINESS DEVELOPMENT
STRATEGY Develop the right mindset ROTH ASSOCIATES BETTER LEADS.
BETTER BUSINESS. SEO is key for getting found Give great directions
and clear calls to action Invest wisely! 14. The Internet Boom
Successful Information Age B2Bs do the following: Use the right
bait Target the right prospects Are creative Focus on what
prospects really want Dont let prospects form an opinion of them
they do it for them Are in the right place at all times BUSINESS
DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS.
Name themselves and their service Are consistent and never slow
down Make it easy for prospects to respond 15. Creating a Balanced
BD Programme Inbound Business Development Strategy Outbound
Business Development Strategy Behaviour-driven Sales Mastery
Remarkable is the new business as usual BUSINESS DEVELOPMENT
STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS. 16. What
does this mean for your business? Website Visitors Convert visitors
to leads Get found by visitors through : Publishing great content
Promoting via SM SEO Optimisation Convert these leads into clients
by: 1. Inbound BD Strategy: BUSINESS DEVELOPMENT STRATEGY ROTH
ASSOCIATES BETTER LEADS. BETTER BUSINESS. Clients Email Lead
management Behaviour-driven sales approach 17. What does this mean
for your business? 2. Outbound BD Strategy: Online Campaigns
Banners & displays Virtual events Webinars Emails Offline
Campaigns Trade shows Direct mail TV & Radio Printed
Advertising Electronic business card Field Marketing Cold calling
List purchases Telemarketing Targeted events BUSINESS DEVELOPMENT
STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS. Bill
boards/Poster campaigns Public relations Corporate Marketing 18.
What does this mean for your business? 3. Behaviour-driven Sales
Mastery: Developing unstoppable confidence Sales facilitation
techniques Lead qualification and service alignment BUSINESS
DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS.
Conducting winning presentations Building and nurturing long-term
business relationships 19. How does your website stack up? Does it
draw immediate attention or does it have a dated appearance? Is the
content benefit-driven? BUSINESS DEVELOPMENT STRATEGY When has it
last been updated? Does it display your business uniqueness to the
extent it could? ROTH ASSOCIATES BETTER LEADS. BETTER BUSINESS.
What is your websites real SEO effectiveness? How many pages does
your website have in total? 20. What is your business presence?
BUSINESS DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER LEADS. BETTER
BUSINESS. CLIENT 2013 Online Video Email Marketing Magazines Peers
Blogs SEO Optimisation Trade Shows Mobile Marketing Virtual Events
eBooks Direct Mail Analyst Business Networks Social Networks Sales
Rep Twitter Online Q&A 21. Structured Development Programme
BUSINESS DEVELOPMENT STRATEGY What differentiates your service from
the rest? - Developing a great value proposition Value Proposition
- Company BD Plan - Communication Preparation ROTH ASSOCIATES
BETTER LEADS. BETTER BUSINESS. - Developing unstoppable confidence
- Sales facilitation techniques - Lead qualification & service
alignment - Winning Presentations - Building long- term business
relationships Behaviour- driven Sales Mastery - Online strategies *
Emails * Virtual events - Offline strategies * Trade shows * Road
shows * Direct mail * TV/Radio * Printed advertising * Electronic
Business Cards Outbound BD Strategies - Social Network profile and
groups - Business Blog and SEO - Professional PDF, Video, Podcasts
and presentations Inbound BD Strategies - Company video - Case
study slide shows - Staff resumes/ videos* - Website SEO Company
Website 22. BUSINESS DEVELOPMENT STRATEGY ROTH ASSOCIATES BETTER
LEADS. BETTER BUSINESS. ROTH ASSOCIATES BETTERLEADS. BETTER
BUSINESS. Phone: (08) 9561 1738 Mobile: 0410 043 877 Email:
[email protected] Web: www.rothassociates.com.au
