What Are business Development Activities?

What they are, how to do them, and when they’re needed…

Over the years, I’ve struggled with getting all of the proper business development activities into play. Knowing what to do, when to do it, and how to execute often comes down to our struggles with the sales process. Why? Because there’s so much learning that needs to be done before we become good at making sales.

Here’s my thing: Most people don’t struggle with the final sales conversation, right? They don’t struggle when they sit across from somebody and get the chance to tell them about their products or service. There’s usually a relationship or bond built by then.

You don't have a sales problem, you have a business development problem.

So once you have that bond, then it’s not as hard to get somebody to say the magic word…”Yes!”

What do I see as the hard part? Starting the sales conversation–getting the wheels to turn.

Actual business development is all of the stuff that builds up toward that sales conversation where somebody can say yes or no to you. That is what the marketing activities are–the business development is right there–your social and social media activities.

I encompass all of these things under business development because, at least for me, it’s easier to comprehend the fact that most people don’t have a?sales?issue. They have a?business development?issue.

Allow me to walk you through the idea…

Let’s define business development activities. I’ve got three categories to lay this out for you so you can identify the right activities for your particular business.

Category #1:?Warm Conversations

Warm conversations are where you can do an activity that strikes up a warm [most of the time] face-to-face dialogue. Activities include:

1. Networking: Functions, networking groups, serving on boards. Anywhere that surrounds you with fellow business professionals that is going to add value to your work. Jump in and meet people.
2. Strategic Partnerships: These are people who are already working with clientele that?you?need to be talking to. When I was doing nothing but sales training, I would often go speak with attorneys, accountants, engineers–all these types of people because they already had a client list and network I wanted to tap into.
3. Conferences: Conferences are amazing for meeting like-minded people in similar areas as you.
4. Public Speaking: This is a MASSIVE way to generate warm conversation. Because, when you’re on stage, you have a ton of opportunity. As long as you remain approachable, coachable, and willing to interact with people, you will without a doubt generate a back-and-forth with [oftentimes] multiple people.
5. Workshops: When you’re teaching, as long as you’re putting out valuable information, the people who are listening will become more invested and more interested in hearing what you have to say. And this draws more listeners into your crowd because now the people who weren’t listening? They want to be a part of your movement. Host events after-hours at your office…coordinate a lunch…brainstorm and execute an educational seminar of some sort. Magnetize your Champions with engagement.
6. Trade Shows: A little different, yet similar to conferences, trade shows are also valuable to your business. A couple of things to keep in mind when you attend these…if you have a booth, bring people in. Also, don’t sell to people in their booths unless they ask you what you do. Use courtesy at these things.
7. Podcasts, Interviews, & Podcast Interviews: By generating your own dialogue in a format such as these, you’re inducing more surrounding dialogue. People feel like they know you. You’re building relationships both directly and indirectly.

Category #2:?Cold Outreach

This is the stuff a lot of people dread doing. But the people that get really good cold outreach have a much easier time with other business development activities. It all trickles down.

1. Cold Calls: Pick up the phone. Break right through the fear of reaching out without an invitation and just put yourself out there.
2. PM’s and DM’s: Instagram, Facebook, Tik Tok, Twitter, email…it’s all real guys. It’s the day and age and it ain’t slowing down. Reach out with the right message and warm up the cold conversation.
3. LinkedIn Messaging: This gets its own category because there are right and wrong ways to do LinkedIn outreach. You have to be professional and you can’t be a cookie-cutter. If you haven’t, go listen to some of our past episodes involving outreach on LinkedIn. They’ll seriously help you.

Category #3:?Passive Marketing

Activities that have a delayed response from ideal prospects. They raise their hand and are interested in what you sell.

1. Advertising
2. PR – Local Media outlets or national outlets
3. Google My Business
4. Social Media
5. Sponsorships
6. Guest Blogging
7. Articles
8. Your Own Blog
9. Your Own Podcast

Action Step of this week:?

Pick three major activities: one warm, one cold and one passive. Apply them as dominant development activities for your business. Dive in, track, measure, and maximize efficiency with repetition. They all go hand-in-hand.

As always, if you’ve got any tips or tricks of value out of this, do us a favor, and make sure you’re subscribed to our newsletter! Become one of our Champions, Visit SuccessChampionNetworking.com & email us at: [email protected]

Donnie Boivin is the Founder and CEO of the Success Champion Networking, a 4x best-selling author and host of the Growth Mode Podcast.

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