The three elements we are referring to are influencers, mediums, and expectations. You must determine what influences your customer to become involved in interaction. Describe categories of communications mediums in which your customer interacts with you. Then face most important part of serving any customer, their specific expectations -- learn about their wants, needs, and benefits desired.

At first, this can be a difficult process, but just start by jotting down a simple flow chart with short notes highlighting three key elements. Once you have a general idea of where you communicate with your customer, seek to deliver more of what customer expects and look at ways you can help them to solve their problems.

This forward, but generally beneficial approach will increase your sales while providing customer those things they need.

Copyright © 2002 Justin Hitt, All right reserved.

Mutually define channels of communications to convey leads, register opportunities, qualifying prospects, and manage sales pipeline – before you sign contract.

Focus them on a single lead product with a separate marketing plan you create together; this gives you a greater return when you sell new existing customer your backend products.

Their commissions pay their way, do not expect extra consulting services, and take their retainer seriously because they do. With solid and accurate expectations, you will be greatly satisfied with what outside business development people can do for your company. It is a “pay for performance” for your sales force and can reduce your overhead because you earn sales before you pay out commissions. Think of these people as partners and your products will reach qualified prospects you can keep selling to forever.

This is your first step to successful business development.

Copyright © 2002 Justin Hitt, All rights reserved.