End-to-end business development
The B2B buying journey has changed forever
People don’t want to be sold to anymore, they want to be engaged with.
For the past eight years, we have fine-tuned our business development process and it has delivered amazing results. This is something we are continuously evaluating and adapting to meet the needs of our Clients and their prospective customers.
Over the years, we have generated opportunities that have led to millions of pounds of new business. This has been a direct result of our innovative business development process, and working closely with our Clients to develop and execute new and engaging campaigns.
Many of our long-term Clients took us on initially as a trial, then decided to keep us on board when they saw how effectively we work with them.
Here’s how we do it:
1. Strategy development
It might seem like an obvious place to start, but getting this nailed from the outset is essential if you want to get off to a flying start.
In our strategy session, we dive deep into your value proposition with you, to understand: the features and benefits of your offering, your “Why, What & How”, customer pain points we can expose, your target audience, your website, content, case studies, presentations – things we can share with prospects.
We won’t start a campaign with you until we are confident that we have enough to get people engaged. If we feel that more or better quality content is required, we will discuss a way forward with you in order to get you “market-ready”.
2. Email marketing
Whist the email universe is pretty saturated, it is still one of the most effective ways to get your message out to your target audience.
Our BOOST™ email system generates average open rates of around 35%; this is way above the industry standard.
We have been writing emails for more than 8 years, so we know which formats resonate best with certain job functions and sectors, and importantly, how to stay GDPR-compliant.
With a modicum of tracking, we are able to see how engaged prospects are with your message, and follow up with a relatively high degree of accuracy.
It also provides a great way for us to pick up contact details, and continuously develop your data lists.
3. Social selling
Without doubt, LinkedIn has become the go-to channel for networking. With over 740 million members in more than 200 countries, it’s not difficult to see why people are attracted to it.
You may have noticed, there are a lot of salespeople on LinkedIn, selling really badly!
We have taken the time to develop our social selling and networking skills, so that we can represent you in this relatively new environment, and use it as a powerful tool to build relationships and uncover opportunities.
Our daily LinkedIn campaigns include:
- Sharing your content with our 20,000+ connections
- Researching your industry for relevant posts and insights to position us (and you) as industry thought leaders
- Joining groups that are relevant to your target audience, sharing your content, and getting involved in dialogue with other group members
- Asking our connections for introductions to other relevant people in your industry
- Starting relationships
LinkedIn and the way people are using is constantly evolving, so we can work with you to discuss any ideas you have and bring them to life.
4. Phone & Zoom
Our business development consultants use all of the above with one ultimate goal in mind – to create a conversation.
Whether it’s a phone call, a Zoom, a Teams or a Google Meet, we are firm believers that the only real way to develop relationships with people is to get verbal with them!
The big challenge in today’s crazy world is that people rarely take cold calls. In Covid times, people have been working remotely, so office numbers are next to useless. Also, decision makers are less likely to give sales people time for a chat, unless they are already semi-engaged. We have to give them a good reason to take the time to talk to us.
Essentially, we have to show them how they will benefit from a conversation with us.
The good news is, our business development team are highly experienced, adaptable and consultative. So whilst we are getting fewer verbal conversations than we were when we started the business, our conversion rate has increased.
5. Opportunity development
All of the above, takes time, skill and effort – which is why our Clients come to us.
For most of them though, the end goal is the same. They want to develop a pipeline of high grade opportunities, some of which they hope to convert into new business.
We support our Clients through the whole sales cycle, not just at the start. Getting involved before, during and after meetings take place has been crucial to getting new customers over the line.
All of our campaigns are managed through web-based CRMs, which means you can access real-time reports showing your data movement, pipeline development, conversations that are taking place, and new business opportunities.
Opportunities usually come to you in the form of diarised meetings, conference calls, or briefs.
Every opportunity we generate has a grade attached to it, so you can gauge how much preparation work is required before you meet or respond to the prospect.
We also provide regular statistical reports for our clients, hold regular client meetings, and our team is always on stand-by if you need us to action anything at short notice.