Business Development on a Budget

Introduction to Part One

Selling the Whole Time

We're Always Selling

Closing the First Sale

Why Is It so Difficult to Sell

Reccuring Fee Apathy

What About the Next Generation

Consistency in Success

Building the Pipeline

Grading the Prospects

Next Action

Case for the Pipeline

Undercharging

Website Promises

Perception Is Reality

Opening up the Conversation

Dna

Case for the Sales Director

Accounts

Part 2

The First Meeting

The Ultimate Question

Signs of Interest

The Next Meeting

Between the First and Second Meeting

Preparing and Rehearsing the Proposal Document

Resolving Concerns

Pricing

Closing and Getting Paid

Second Thoughts

The Stalling Concern

Misunderstandin Concern

The Irrelevent Concern

The Real Concern

Calculating Growth

Building a Proactive System Part One Referrals

Building a Proactive System Part Two Fee Follows Value

Building a Proactive System Part Three Scoring

Thats What They All Say

Planning Ahead

Facing Your Fear

Introduction to Part 3

Review of Closing the First Sale

What Prevents the Hunger

The Initial Meeting

The Strong Proposal Document

The Bottom Line on Resolving Concerns

Review of Closing and Getting Paid

Qualifying the Pipeline

Avoiding the Major Faux Pas