Business Development Isn’t For Cowards

Being a Prospecting trainer and coach I get all kinds of excuses why Prospecting in the field isn’t practical. You probably know most of them.

So what is an alternative? Simple, but it isn’t for cowards.

The most under utilized Marketing/Prospecting tool around is public speaking.

You are an expert on some aspect of your product or service. Find audiences that use your type of product or service and tell them something that will help them use it more efficiently.

Association chapters, Chambers of Commerce all sorts of organizations have meetings that need speakers.

All you need to do is put together a 20 minute speech on one aspect of your produt or service that will benefit the audience. Now this can’t be a sales presentation. It has to be of benefit to the audience regardless of their future relationship to you or your company.

The benefits are two fold. First, you will establish yourself as an expert on this particular aspect of your product or service, and you will get free stuff.

Once you have hit the circuit in your territory, you will find that you become the “go to person” for information.

A couple of things to remember. Always bring a lot of business cards. Also, be sure to invite people to contact you anytime with questions that you will be glad to answer without any obligation.

If someone comes up after your talk with specific needs at that moment, you may want to ask for their card and find a time to meet with them. You don’t want to pre-empt others from talking to you by devoting all your time to one person.

Now, there are two things that can make this a difficult process.

Preparing the speech and getting the dates.

First, preparing the speech. You have to be a good speaker. I teach public speaking so I know that most people can be good speakers. It requires time, preparation, and rehearsal. If you aren’t willing to do all three, you won’t get far.

Second, you will have to Prospect for opportunities. That is contact organizations to get on their schedule. This isn’t too difficult but requires time some selling.

You know these things, so just do them. It is actually fun once you get the ball rolling. You get to meet and talk to a lot of friendly people; you get a lot of free stuff like pens, clocks, note pads and just about always a meal.

So if you don’t like straight out field Prospecting, give public speaking a try. I know it is Marketing not Prospecting, but it is a good step.

If you have any questions about this, send me an e-mail and I will be glad to help – no obligation.

Sell Well and Often,

Bill Truax

[email protected]