How to Take the Pressure Out of Business Development

One of the main reasons why salespeople fail in sales is their lack of attention to business development. Business development is integral to sales success yet many salespeople I have spoken to avoid or put minimal effort into prospecting activities. This in my opinion borders on sales call reluctance.What is business development?• Business development is about developing new business with both potential and existing clients
• A sale rarely happens on the first meeting. It requires multiple and varying touch points such as the phone, social media and email over a period of time
• Business development needs to be consistently implemented to maximize new sales opportunities and to create sales growth.Creating new sales opportunitiesThe less you know about a potential client the more difficult it is to succeed in getting a meeting. Your targeted clients can be divided into:• No Information – you know nothing about the organization and have no contacts
• Limited Information – you have some information about the organization but haven’t developed any contacts.Strategies to connect with potential clients you have never contacted• Use social media to gain information that you could use
• Phone direct once you have developed your value statement
• Use 6 degrees of separation – who knows who within your circle of influence who knows the potential client?The ‘cold’ callThe term ‘cold’ has been used in sales for decades and conjures false thoughts and feelings. There is nothing cold about contacting a prospective client for the first time. It’s new but not cold so could I suggest you replace ‘cold’ with ‘new?’ Words impact on how we feel.Words impact on how we feelSalespeople often struggle and can become mentally immobilized when calling a potential client because:• They put too much pressure on themselves to make the appointment
• They become self-centered instead of focusing on the client
• They become fearful of saying the wrong thing
• They have a push instead of a pull mindset
• They start selling when the client isn’t in the process of buying
• They use words and phrases commonly used by most salespeople
• They try to take short cuts.Salespeople often start by talking about themselves and their company. For example, “The reason for calling is I’d like to set up an appointment to introduce myself and tell you about our new product/service”.The attention needs to be on what is in it for the potential client. This is done by stating value from their perspective and can be measured. A value statement can be tangible and/or intangible that lets the potential client know what they can expect when using your product/service. Intangible value is not easy to measure, for example lower risk, sense of well-being and trust. Measures can be expressed as a percentage, timeframe, or in financial terms.Measures can be expressed as a percentage, timeframe, or in financial terms.For example, “We completed a project recently with a company of your size and reduced their overheads by 20% without losing one employee. Would you be interested in how we did this?”Words that communicate value are and not limited to:Improve, increase, reduce, downtime, productivity, operating cost, turnaround, maximize, minimize, downtime, save, eliminate, enhance, cut, gain and profit.Success in business development requires persistence and consistency using a variety of touch points whilst focusing on stating value from the client’s perspective. This will provide you with the greatest opportunity to secure an initial meaningful conversation and a meeting.

Selecting the Best Contractor For Your Home Improvement Project

Maintaining or renovating a home can be a very daunting task for most people. However, after all the hard work and investment in time and resources you have allocated for a home improvement project, the satisfaction of seeing a superbly crafted home that you can call your own can be priceless indeed. Such is the importance of choosing the best and most qualified contractor who is knowledgeable and capable enough to turn your vision into a remarkable work of art.When choosing a contractor for repairs or renovations for your home improvement project, it is vital that you first acquire all the important information about a particular contractor before ever committing in getting their services. You need to make sure that they are capable of performing all the inclusive work, including customized builds and improvements that you would want your home to have. To get all these pertinent information, you should ask your contractors a strategic set of questions designed to extract all the data that you will need. To help you start in this direction, you should ask the following set of questions:* Does the contractor have the appropriate knowledge and experience with the type of home improvement project that you have in mind?According to recent information from the industry, approximately 80 percent of contractors and builders are knowledgeable and are adequately trained in the latest construction and building techniques. However, even though they may have the training with these new techniques and the certifications to show for it (ex: techniques in energy-saving green building technologies, etc), their actual experience may have just been picked up or even achieved as they work on new projects. On some cases, the home renovation projects may involve a historic home with irreplaceable artifacts or sections. A contractor may not have the expertise in dealing with such a home nor could they match the craftsmanship involved with these historic masterpieces.* Is there an existing relationship between your contractor and architect/designer and have they worked together on a project before?For your home improvement project, you may take on the services of some of the best architects and interior designers in the whole of Massachusetts. To complement the expertise of these professionals, it is but proper to also get the services of the best contractors for the project. In such cases, it would be best to choose a contractor whom your architect or designer knows. They may be aware of the track record of these contractors and may be comfortable working with some that they can identify. With such arrangements, you can be assured of a timely completion of your project and in the manner that you envisioned it to be.* When you inquire something about the project, does the contractor communicate well with you?It is a normal thing for homeowners to ask something about a home remodeling project from their contractors. However, if all you get is a hasty answer without much details and it would appear that they want you off their faces, then be careful of such contractors. A good contractor should be receptive of the needs of their clients and should be ready to discuss every detail of the project should you ask for it.* Is the contractor experienced in working with your kind of home?A commercial construction is different from a home construction in terms of details and even on building and safety codes. The contractor should be adept in the type of home that you have, otherwise they might turn your priced possession into their laboratory for trial-and-error building methods.* How fast can the contractor start and how soon can they complete the job?Finding the best contractor is one thing, but having them start on your home as per schedule is another. You might be at the end of a long list of clients and would have to sit it out for months on end. You should weigh the urgency of having the work done as soon as possible or getting the services of the best contractor that you can get.* Is there a guarantee for their work after completion?A competent contractor will give you the assurance of an excellent renovation or repair work and will provide you with a guarantee on the work done. They should be confident enough of the quality of their work and give their clients the assurance that they need.Conducting a one-of-a-kind home improvement project for your Massachusetts home entails the best services from the best professionals available for the job. Taking a few extra moments in checking out your contractors before hiring them can spell the difference between a disastrous undertakings or a magnificent work of art you can call your home.

Treat Your Food and Drink Allergies

Certain food and drink allergies can make you very uncomfortable in few situations, keeping you always suspicious of what you are about to eat or drink. This can affect a human in a many different ways. Just think about it! How easy it is to have the same food every day you are already bored with? Well let me give you a clue, ”It’s NOT Easy.”Even worse factor is, in some of the cases when you were able to enjoy a certain food or drink, but in the meanwhile you have developed an allergic reaction to it. It surely is very unpleasant to hunger after a certain food and to resent it at the same time because you anticipate the disagreeable effects it will have on you.Food and Drink sensitivityThe way you get allergic reaction is when a specific enzymes in the product you are having can not tolerate some chemical or natural substance of it.The main symptoms are: gas, constipation, diarrhea, IBS, skin rash, headaches, and cough.From another point of view, allergy is an immune response to some allergens, or food proteins that generate the allergy, and has a partially different symptomatology: soft tissues (tongue, lips, eyelids, etc.) swelling lesions itches vomiting culminating anaphylactic shock.Most common Food generating allergies include milk, eggs, seafood, shellfish, peanuts, tree nuts, soy, and wheat.Aloeride effectivenessNow there is a easy way to regain the possibility of using food and drinks banned for long time from your diet. Few cases reports an increased tolerance to substances you could never even think to ingest again after undergoing terrible reactions to them. The fact that Aloeride performs on the immunity system guarantees that allergic reactions, as immunity responses to some mixtures found in food or drinks, can be dealt with. Using Aloeride for drink or food allergies doesn’t really mean you should go and grab everything you had allergy before with. It would be really irresponsible from your side, however Aloeride may actually surprise you, it offers you an opportunity to learn simple things like rightfully appreciated food, especially after a period of constant prohibition and frustration.