The department of Business development is considered as the heart of any organization. It is important that the business development team should have unbridled passion, blemish free reputation and eagle eyes to spot any window of opportunity and seize it quickly. In most of the organizations, business development teams often make some mistakes which translate into a lost opportunity for the business. Here we have identified those deadly mistakes that every business development team should avoid.
Indulging in Cheap Salesman Talk with the Potential Client
Most business development officers talk a lot rather than listening to their client. They spend too much time telling their potential client about their firm, its successes and how will they be able to bring value to their organization. As a business development officer, you must give your potential client more time to talk so that you are better aware of your client’s needs.
Trying to be Nostradamus
You do not know how the future will unfold; still the business development teams of most organizations promise and sometime over promise the value they will create for their client. Whether you provide services or products to your client, just show them your past performance and track records. You may also show them testimonials of your previous customers but never promise them anything about the future that you yourself are not aware of; otherwise it will adversely affect yours as well as the reputation of your firm.
Considering ‘Assumption’ as Your Strength
Most business development officers have a rich experience of developing and retaining their clients by offering them the product or service that they need or that which solves client’s business problems. This can sometimes lead them to incorrectly assume certain things about the nature of service or product that the customer is demanding. They should instead ask questions (a lot of them) so that they are able to understand the point of view of their clients. Presuming what the client wants is what needs to be discouraged within your business development team.
Not Having a Framework or System for Client Development
There has to be a framework in place that will determine the boundaries and parameters of closing a deal with a client. Your business development team should know which client orders to accept and which client orders to decline. It’s not that you alone can satisfy the diverse needs of your clients. You should only serve those customers whose business you understand deeply.
If you are deciding to consult a professional regarding your business development department, then we at roweSMG will be glad to guide you through the process. We have a vast experience in helping organizations drive value into their business operations. We have a team of experienced consultants that will assist you in your specific requirements related to business development issues. For more information about roweSMG, visit our official website or call +61 (0) 419 942 427. We are looking forward to hear from you.