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.

Keep business cards within hands reach. You should place some in your briefcase, purse, pocket, and on front desk or reception area of your business. With cards readily available, you’ll always be able to introduce yourself with them.

Hand your card to receptionist at doctor’s office, hostess at restaurant, or technician at auto repair shop. Include your card with all correspondence, including letters and thank you notes to customers, potential customers and business associates. And don’t forget including one in all your bills. Someone is opening your bills, and you never know who that someone may be.

When you hand out your card, it’s important that you make it memorable. Write a brief message on it before handing it to someone: your extension number or direct phone line, “Ask for me personally,” “Best wishes!” or “Thanks!” all work well.

Make your business card do double duty – and point it out to person you’re giving it to. Print a coupon or special offer on backs of your cards. Also include these special cards with invoices to current customers. If you offer a referral incentive, print it on card.

It’s all in thinking outside box when it comes to box of cards sitting in a desk drawer. The French don’t use hard-sell like Americans do, but they realize ‘Le Card’ is quickest way to turn a brief encounter into a long-term customer.