Streamlined b2b sales development for Legal Services

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what's the best business development strategy i've got that and so much more on this episode of the inside bs show so we've got six killer strategies we're gonna cover for you today you can see them right here on our rundown the first thing we're going to cover is long-term relationships the second thing is a start with a focus on your ideal client the third thing is delivering value first that's a huge strategy that you're not going to want to miss the fourth is staying in touch with the people to whom you're connected now you may not think of this as a killer b2b business development strategy but the whole ball game is all about staying in touch then we're going to talk about urgency and how you can develop urgency within your clients and then finally i've got a key to success that you don't want to miss it's a killer strategy it's probably the most important thing i'm going to cover today so stay with me all the way to the end of our time here we go let's dive right into the content right now so what is the best b2b business development strategy let's start with the first thing you need to do and that's focus on long-term relationships if you realize that you're focusing on long-term relationships that's half the battle your goal is not to sell a product or a service one time your goal is not to complete a transaction this is about lifetime value client lifetime value the lifetime value of your relationship if that's your focus you're going to do very well in business to business business development b2b business development you see in b2b everything is about the long term and there's two relationships you should focus on the first is your relationship with the person with the human on the other side of the table that means your contact that person your goal for that person is to make them as successful as possible now if you have five people in the company that you're working with you got to make all five of them successful in the company and when they leave to go to another company this should be a phenomenal opportunity for you this is your chance to get into another company because if you help them become successful in their career they're going to want you around a lot more often the second relationship i want you to focus on is your relationship with the company as a whole so you're going to take the individual in the company who's your contact you're going to make them successful but you're also going to help the firm the company that you're focused on become successful as well if you always do what's in the best interest of the individual with whom you're working and do what's in the best interest of the company with whom you're working you're gonna go very far in b2b business development the second thing i want you to think about in b2b business development is focusing on your ideal client and only your ideal client this is one of the best b2b business development strategies many people too many people that come to me who are stuck tell me that they don't understand why their prospects aren't buying from them and we go through the list of prospects and i say compare this person to your ideal prospect oh they're nothing like my ideal prospect or they're nothing like my ideal client well why would you go after anybody who's not just like your ideal client your goal is to connect with people who are identical to your ideal client or who have the same qualities as your ideal clients so when you're sitting back as a b2b business development executive and you're thinking about who you're going to target target folks who are just like your ideal client make a list of all the qualities that your ideal client has and then look for those qualities in other prospects if you get sixty or seventy percent of them in any one prospect target that prospect your focus is on people who are identical to your ideal client and then if you fall short you still get a better prospect than if you target everyone because when you target everyone you really target no one the third thing you need to think about in b2b business development strategy is deliver value first so many times business development managers business development executives business development account reps go into a meeting or they pick up the phone and get on the phone with someone and they ask for something first this is a terrible way to approach any type of sales but in b2b business development you're going to crash and burn if you do this the very first thing you should do is you should look to deliver value now how can you deliver value well there are dozens of ways but i'm going to give you my three favorites the first thing i want you to do is i want you to offer some type of educational material a report a white paper a course for free if you're here on my youtube channel you've watched dozens of videos already or you will watch dozens of videos on sales on selling on business development on revenue growth strategy on adding coaching i mean i've got all kinds of videos for all the different audiences that i target and all of them give strategy and tactics that can be implemented immediately for free i deliver value first before i ever ask you for anything you need to do the same thing so the first way to deliver value educate help people get better the second way to deliver value is by bringing a client to that person before you ask for money from them if you want to take money from them put money in their pocket first that is a huge opportunity for growth for you if you deliver a client to someone who's your prospect you introduce them to a client they're gonna go nuts they're gonna think you're the best person in the world and i can almost guarantee the person they're working with now who does what you do they haven't brought them any business in a long time if ever so delivering a client to them helping them find a client and connecting them with that client serving that client up to them on a silver platter is a huge way to deliver value first the third way to deliver value first is to bring them with you to an event bring them with you to a function bring them with you to something that is valuable to them that can help develop a relationship and bond between the two of you if you want my opinion i think you should keep this in the b2b realm so if you're going to a trade association meeting and it's an expensive ticket get an extra ticket for your client bring your client along with you if you're going to a personal thing like for example i love baseball and i had season tickets to the miami marlins for a few years i had season tickets to the new york yankees when i lived in new york if i were going to try to develop a relationship with a prospect and i found out this prospect loved baseball i would invite them to a game no strings attached and i would tell them it was for us to get to know one another better we never have to do business i just want to get to know you and see if i can figure out a way to help you grow in your career now a lot of people will take me up on this offer if they're prohibited from taking something for free let them pay you face value for the ticket but you get to sit next to them for an entire game delivering value first is the bottom line here that's what's most important so before you ask for anything find a way to deliver value first then you can ask for somebody to do business with you afterwards the fourth way to be great at business to business business development strategy b2b business development strategy is to always stay in touch you should be doing weekly email newsletters monthly print newsletters holiday cards birthday cards connecting people to each other you should be in touch with your prospects at least once a week if you can be in touch more frequently that's even better get your prospects to subscribe to your podcast ask your prospects to watch your videos on youtube the more contact you have the more frequent your interaction the more trust you'll build frequency of communication builds trust stay in touch with your prospects and they will reward you by doing business with you for the long term the fifth thing you should focus on and remember stay with me for the end of the video where we're gonna cover a key to success the fifth thing we're gonna focus on is urgency now urgency is everything in b2b sales in b2b business development you need to help your client understand why they have to solve their problem right now how do you do this you don't tell them hey you got to solve your problem right now you ask one question and it's the magic question and that question is mr prospect what happens to you if we don't solve this problem right away and then there's a second follow-up question to that it's why haven't you solved this problem yet and when they say oh my gosh dave if i don't solve this problem now i'm going to get fired or oh my gosh dave we didn't solve this problem to date because nobody had a really good affordable solution for us not only are you gathering intelligence but you're stoking their urgency you're getting them to understand what's going to happen if they don't solve the problem now the third question you can ask that will help this with the urgency is mr prospect how much do you think this is costing you ballpark figure what do you think this is costing you and then you can put a dollar amount on the inaction and a dollar amount that they'll save or that they'll make as a result of the action they take so those are the five things from a b2b standpoint in business development strategy that you should be thinking about i'm going to share the key to success with you and before i do that i want to give you a free gift i want you to download my revenue roadmap and this revenue roadmap is the ultimate business development plan you're looking for a business development strategy i want you to take mine just go ahead and steal it go to revenuerroadmapguide.com that's revenuerroadmapguide.com when you go there you'll be asked for your name and your email address all you need to do is enter your contact information and you can download my business development system for free use it in your business today you'll answer a few questions you can customize it it's brilliant it will work for you like a charm and it's my gift to you please enjoy it okay number six the key to success in b2b business development is leverage that's right leverage you can't win in b2b business development if you're playing a one-on-one game you've got to go one to many so here's what you need to do use the system that i just gave you but get in front of as many people as possible by giving speeches by using video by doing a podcast by writing a book or writing papers post them on linkedin leverage social media anytime you have a great idea don't just share it with one person share it with dozens or share it with hundreds leverage is the key to your success in b2b business development if you want more great information just like this join me in my next video it's filling in right below me right now you see it down there click on that video right now and i'll see you there because i want you to be successful in business development i want you to use leverage the next video right below me will show you how to do that and i'll see you there