As you explore how you currently go about organizing your time as it pertains to business development, don’t concern yourself with recommended percentages or the right way of doing it

The following article was contributed by: http://sealthedealsuccesskit.com/ This article includes a chart that shows you how to distinguish between networking, marketing and sales, the key terms of business development. ©2005. Suzi Pomerantz, Innovative Leadership International LLC. All rights reserved. Excerpted from Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business People often misuse the term Marketing to …

The only way to alleviate your fear is to practice making calls. After making lots of calls it will eventually, I promise, start to feel better.

This worksheet guides you to write a practice script for making calls to organizations to set appointments with prospective clients and key decision makers in that organization.

Gatekeepers have tremendous power to pave the way for you. Before you chart your battle plan to get past the gatekeeper, consider that this person is not your adversary or foe, but your potential friend.

The following article was contributed by: http://sealthedealsuccesskit.com/ It’s frustrating to call your prospects and hear all their smokescreens and reasons for why they can’t become a client now. This article lists strategies for handling objections. ©Suzi Pomerantz. All rights reserved.  Excerpted from Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business The Beginning of the Chess Match …

Research shows that you need to make 10 calls to get through to 5-6 prospects to set up 1 appointment.

The Lessons Learned Meeting is a structured interview with your clients and key decision-makers in the organization that takes place in the middle of the engagement as well as at the end.

I consult this list to prepare for my first meeting with a new client so all my attention is then directed at listening

Identify your current mindsets about sales and see how you can re-frame it for yourself to be something that aligns with what’s true for you.