Business Development Blog

I am constantly amazed at the resources that are available for those of us who work in the area of Business Development. In the last few weeks I've used the following resources to narrow down potential clients and potential target markets given my 'Perfect Client Profile'.  If you are taking or have taken one of our Business Development Intensives, you may find these resources invaluable.

ReferenceUSA - This database is available at your public library.  If you are not a member, go to www.scottsdalelibrary.org and sign up for a card.  It will allow you access to their databases. 

Reference USA is an InfoUSA company.  You can drill down on local businesses by multiple criteria (which we talk about in our classes) and pull up a list of companies and contact info for those companies.  It's a great way to begin to narrow your search for your perfect client.

LinkedIn - Now that you know what companies to target, you can go to your LinkedIn network and see who you know or who knows someone who you need to meet.  It is likely that there is a pathway into these companies that will get you introduced to the right person THROUGH someone you know.  Can you cold call?  Sure.  If you have trouble cold calling, check out my friend Connie Kadansky from Exceptional Sales Performance.  Her programs get you out of the headgame you play with yourself.  I highly recommend her.  However, if you prefer to be introduced, LinkedIn provides a fantastic resorce to do that.

Furthermore, you can begin to do some research when you find the right people.  The old Axiom "Birds of a Feather Flock Together" applies here.  What groups do they belong to?  Where do they hang out?  Where might you "bump into" them or other folks like them?  This is where social media gets interesting.  You not only learn about the people you know, but you can learn about their companies, their interests, and as you aggregate this info across prospects/potential clients, you get some pretty serious intelligence about your markets.  This leads you to get ENGAGED with your markets.

Remember, from the Cluetrain Manifesto, "Markets are conversations". If you learn the conversations in the environment they are happening, you are positioned to deliver the the correct message into the correct context. It's like learning a foreing language - listen, repeat, learn, create.

These are a few of the concepts we cover in our Business Development Intensive.  If you fit our 'Perfect Client Profile', please consider having a conversation with me about how it could dramatically improve your results!

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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In the last few years I've been interviewed, written about, and have contributed articles to various publications.

I've just posted a resource page on my website for those of you who are interested.

Network 2 Networth in the Media - Click Here

I hope they help build the case of the importance of establishing yourself in your markets and letting people know about what you are up to.

Also, you may find them useful resources to share with your business partners to help them understand exactly what it is that you are trying to achieve in your own quest for Business Development.

There is a lot going on and I will be writing about it extensively over the next week or so - stay tuned . . .

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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Those of you who subscribe to my blog know that I am as strong believer in building solid, strategic, well-thought out networks.  Further, I am a HUGE proponent of LinkedIn (that's why I teach courses on getting started with LinkedIn) because we spend the majority of our lives engaged in our professions - and the social falls out of that.

I got an email and a request to forward and introduction today that I thought I would share with you.  It illustrates the magical, wholistic nature of networks.  The introduction request looked like this:

Hi Chip, you've inspired me to explore LinkedIn in more depth! See my note to XXXX. This is a CLASSIC example how this power here.
A----

A---- R---’s note to XXXX:

Hello XXXX,
I found your profile today when I was doing a search for Bob Proctor. I love his work and get his Daily Insight email. Then, your profile shows that we have a contact in common, Chip Lambert. I also noticed that you have a Nikken site. My good friend J-- W---'s wife is really into Nikken here in Arizona. You two should talk!

Gotta love how LinkedIn works!

And it was quickly followed by an email to both myself and J--:

Just wanted to share this experience I have with LinkedIn this am. You and Chip have inspired me to explore it further, so I was doing some searches for people I know and admire. I typed in Bob Proctor to see what I could find. At the top of the list was a woman named XXXX. She must work for Bob's coaching organization. Then, I saw that Chip was one of her connections! In reading here profile I saw that she is a NIKKEN rep! I contacted her and told her about (your wife) and that the two should talk. 

This illustrates the power here! Literally one blind search connected several dots with people I know. (emphasis mine)

A---

While names here are withheld to protect privacy, this illustrates the power of networks.  Especially online SOCIAL networks.  The technology unlocks the true potential of your network because it connects the dot for HUMAN BEINGS. 

We are social creatures.  Our friends - social.  Our colleagues - social.  Our prospects - social? Our customers - social?  You betcha.  And if you miss that point, you are missing the opportunity of a lifetime.

Why do you think 18 million people use LinkedIn?

Why do you think the blogosphere is so enormous?

I suggest that we are in the middle of a revolution in our capacity to relate.  And revolutions cause chaos, confusion, misunderstanding, uncomfortableness, skeptics, zealots, humbugs, and millionaires.

Which are you?

Jump in.  The water is profitable.

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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received a message in my LinkedIn Inbox today from someone who says they are an expert in Sales, Marketing, and Advertising.

Except I didn't ask for it. In fact, I'd never really indicated any interest in him or what he does. We had connected via LinkedIn. Except he never cultivated any kind of relationship with me.

I may have had an interest. I may have even been a good partner for what he does.

But because he never took the time to really get to know me, I disconnected from him and sent an email explaining myself.

His email read as follows:

Thought this dynamic event might be of interest to you.
Hope all is well and you're staying booked! I am taking a moment to write you personally to tell you about an incredible program coming up here in Atlanta with myself, Fred G. . ., and Matt B . . . This is a superstar lineup of master marketers.
It's all about product development and information marketing. Please check it out. (his website) If you are interested we're accepting only 80 students. Please help us to spread the word and help us get people involved. I wanted to send you and a few of my friends this personal, one-on-one note before we mass marketed the event. Please take a look at the website, its beyond your wildest expectations.
Hope everything is good and prosperous for you.

No personal greeting. A thinly veiled attempt at cordiality. A request for me to promote him and his stuff. A thinly veiled offer with an impending event - standard sales letter stuff.

And he expected me to be interested? And to help him. I don't really know this guy.

My response was a follows:

XXX,
I've removed you from my connections for the inappropriate use of this platform.
Sorry that you've misunderstood my willingness to connect.
Chip

Do yourself a favor. Remember that the people you are connecting with are just that - people. If you want them to opt-in to receive your marketing, have them do that. Make them an offer. Make it attractive. Give them lots of value. But have them opt-in.

If you want them to help you - contact them personally. Ask for their help. See if it is appropriate for them to participate with you. Remember that this is a SOCIAL media.

Old time shotgun marketing doesn't work in a SOCIAL context. It just pisses people off.

And you could be shooting yourself in the foot and damaging relationships than can really make a difference for you, your partners, and your potential clients.

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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I had a great conversation today with a someone I consider a friend who also happens to be a past client . Some things he said really struck a chord with me - given what I've been teaching for years now.

Bill Bergdoll of Bergdoll Insurance has recently completely overhauled his business and business model, given the shift in the economy. He scaled back his operation to the bare bones and began to circle back around to talk with clients that his agents had brought in (network development). He discovered that many of them, while having a policy, only had an auto or a motorcycle insured by his agency.

Why?

Because the agents never really thought about the people with whom they talked as a person to have a relationship with. The agents were focused on the transaction.

He said to me "I want to call them up and let them know how much money they really left on the table."

In one conversation he found that a client had several homes, motorcycles, cars, boats, etc. He was able to help that client save a considerable amount on his overall cost of insurance.

Why am I talking about this?

Because many of you are leaving lots of money on the table. Heck, as I sit here, I can see I'm probably doing the same.

And that money that's being left on the table represents value we can bring to our current book of business. The people we already spent the time, energy, and money to acquire. You don't even need to think about developing new sources of business - it's already there.

In business development, it is all about the relationship.

I challenge you to look at your book. Read the CAN - PAN - FAN article I wrote. Really audit your book of relationships. And see how you might be able to deepen the value you bring your clients.

Remember that in dynamic economic conditions, it's the dynamic that profit.

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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Technorati Tags: Bill Bergdoll,Bergdoll Insurance,business development,network development,sales,sources of business

I've been writing some time now about Linked In® and using it as a business development tool.  My clients have asked me where they should start.  Whether you are new to LinkedIn® or a long-time user, there are some critical things you need to know about LinkedIn® and how to use it to develop business and long-term business relationships.

1. Know why you are using LinkedIn – just being on the system does nothing for you – you have a network – so what – you’ve got one in real life too – how effectively are you using it?
2. Do a complete profile – it is counterproductive not to take full advantage of all the features of LinkedIn® because you don’t feel like filling out the pertinent info. You are missing some of the best features in LinkedIn® if you don’t fill out a complete profile.
3. Strategically build your network – just inviting everyone you know will give you big numbers – but so what. Big numbers with a purpose is a powerhouse. Big numbers without one is nothing more than a mirror of how you’ve built your current network – and how well is that performing.
4. Join groups for things you are already affiliated with. You will discover a tremendous amount of value in your already existing networks – it’s there – you just can’t see it.
5. Integrate LinkedIn® into your business development plan. Once you’ve built your network, you’ll be amazed how many places you can go and get into where you couldn’t event get through the door before.

If you are serious about unlocking the value of your networks and the value of your already existing book of business, get some training on the LinkedIn® system. It's true that you could spend months of your valuable time researching and trying to figure out all the amazing things you can do with a well- built LinkedIn® network. But you run the risk of making a few fatal errors than can get your account shut down and the time it takes to get it cleared up with customer service.

Get trained. Spend your time doing what you do well.

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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If you'd like to reach me you can do so by various means

Email:  chip@network2networth.com

Phone:  602-635-4541

LinkedIn Profile: www.linkedin.com/in/raymondchiplambert

Mailing Address:

                                 4757 E Greenway Road, Ste 107B-218

                                 Phoenix, AZ 85032