http://hunterbizdev.com Welcome to Hunter Business Development Thu, 05 Apr 2012 14:31:16 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://hunterbizdev.com/2012/03/is-your-linkedin-account-a-valued-asset-or-just-a-nice-tool/#comment-138 Martha Pfeifer Thu, 05 Apr 2012 14:31:16 +0000 http://hunterbizdev.com/?p=1452#comment-138 Knowing personal contact is preferred, it still seems as if there would be more opportunity to jump into conversations in your prospect's online group and get exposure there than there would be opportunity to jump into a conversation at an event where the main objective of the exhibitors is to sell their products/services. Thoughts? Knowing personal contact is preferred, it still seems as if there would be more opportunity to jump into conversations in your prospect’s online group and get exposure there than there would be opportunity to jump into a conversation at an event where the main objective of the exhibitors is to sell their products/services. Thoughts?

]]> http://hunterbizdev.com/2012/04/increase-your-linkedin-response-rate-and-grow-a-powerful-network/#comment-136 Larry Tue, 03 Apr 2012 20:02:14 +0000 http://hunterbizdev.com/?p=1472#comment-136 Glad it helps Martha. I think you'll find that having a smart strategy driving your activity can make a big difference. With that in mind, you may want to check out this other recent post about Linkedin. http://hunterbizdev.com/2012/03/is-your-linkedin-account-a-valued-asset-or-just-a-nice-tool/#more-1452 Glad it helps Martha. I think you’ll find that having a smart strategy driving your activity can make a big difference. With that in mind, you may want to check out this other recent post about Linkedin. http://hunterbizdev.com/2012/03/is-your-linkedin-account-a-valued-asset-or-just-a-nice-tool/#more-1452

]]> http://hunterbizdev.com/2012/04/increase-your-linkedin-response-rate-and-grow-a-powerful-network/#comment-134 Martha Pfeifer Tue, 03 Apr 2012 19:24:19 +0000 http://hunterbizdev.com/?p=1472#comment-134 Very helpful tips, especially for someone just starting to be active on LinkedIn. I am looking forward to using real strategy and not just "accepting" anyone that asks to connect. Very helpful tips, especially for someone just starting to be active on LinkedIn. I am looking forward to using real strategy and not just “accepting” anyone that asks to connect.

]]> http://hunterbizdev.com/2012/01/the-right-connections-count/#comment-110 Larry Fri, 02 Mar 2012 16:46:42 +0000 http://hunterbizdev.com/?p=1328#comment-110 Good work should beget good work! With such limited time and knowing that most professional services practitioners would prefer not to even think about business development, working through clients ("who you know") to generate referrals is a sound strategy. Thanks for sharing. Good work should beget good work! With such limited time and knowing that most professional services practitioners would prefer not to even think about business development, working through clients (“who you know”) to generate referrals is a sound strategy. Thanks for sharing.

]]> http://hunterbizdev.com/2012/01/the-right-connections-count/#comment-108 Billable Time Or Biz Dev…Or Both? | Marketing Tips for Lawyers Thu, 01 Mar 2012 08:03:17 +0000 http://hunterbizdev.com/?p=1328#comment-108 I delivered a business development workshop for an Atlanta law firm, and gave my recommendations about how much time lawyers should spend on business development. Although the exact number depends on several factors, in general I recommend 1-5 hours a week, with more time suggested for more senior lawyers. Some participants bristled at the idea of spending that much time on business development. I then shared the easy-to-miss, critical distinction: done properly, time spent with clients is business development. That’s because, “All things being equal, people will do business with – and refer business to – those people they know, like and trust.” This quote, from Bob Burg’s excellent book Endless Referrals. I delivered a business development workshop for an Atlanta law firm, and gave my recommendations about how much time lawyers should spend on business development. Although the exact number depends on several factors, in general I recommend 1-5 hours a week, with more time suggested for more senior lawyers. Some participants bristled at the idea of spending that much time on business development. I then shared the easy-to-miss, critical distinction: done properly, time spent with clients is business development. That’s because, “All things being equal, people will do business with – and refer business to – those people they know, like and trust.” This quote, from Bob Burg’s excellent book Endless Referrals.

]]> http://hunterbizdev.com/2012/02/are-you-part-of-the-1-5-that-cmos-pay-attention-to/#comment-105 Larry Wed, 29 Feb 2012 14:43:28 +0000 http://hunterbizdev.com/?p=1377#comment-105 Thanks for sharing, Matthew. The primary problem with this canned script is its focus. In other words, you can’t count on getting them to notice/pay attention to you if you’re focused on you, and especially if that focus is on your “approach”. Clients need to solve problems and meet objectives, so try leading with a powerful outcome (success), one that the recipient will likely see as meaningful (category, problem solved). Your approach, especially early on, should matter only if it leads to demonstrable success. Something else to keep in mind is to “respect their humanity”. I say this based on the the volume of contact they receive. This can be simply communicated by saying something like, "I know that you receive many calls and emails, so I’ll be brief and to the point.” Then cut to the chase. (see rule #8 www.hunterbizdev.com/hunting-rules/ I hope this helps. Thanks again for sharing, Matthew. Thanks for sharing, Matthew. The primary problem with this canned script is its focus. In other words, you can’t count on getting them to notice/pay attention to you if you’re focused on you, and especially if that focus is on your “approach”. Clients need to solve problems and meet objectives, so try leading with a powerful outcome (success), one that the recipient will likely see as meaningful (category, problem solved). Your approach, especially early on, should matter only if it leads to demonstrable success. Something else to keep in mind is to “respect their humanity”. I say this based on the the volume of contact they receive. This can be simply communicated by saying something like, “I know that you receive many calls and emails, so I’ll be brief and to the point.” Then cut to the chase. (see rule #8 http://www.hunterbizdev.com/hunting-rules/ I hope this helps. Thanks again for sharing, Matthew.

]]> http://hunterbizdev.com/2012/02/are-you-part-of-the-1-5-that-cmos-pay-attention-to/#comment-103 Matthew Hallock Tue, 28 Feb 2012 19:40:59 +0000 http://hunterbizdev.com/?p=1377#comment-103 I'm part of the 95% that is ignored. Your canned script example is similar to what our biz development people say, which apparently is what everyone says, even though we work hard to bring something different to the table. Thanks for the good advice. I’m part of the 95% that is ignored. Your canned script example is similar to what our biz development people say, which apparently is what everyone says, even though we work hard to bring something different to the table. Thanks for the good advice.

]]> http://hunterbizdev.com/2012/01/having-a-point-makes-it-so-much-more-interesting-for-the-listener/#comment-73 Ed Roth Thu, 12 Jan 2012 19:49:33 +0000 http://hunterbizdev.com/?p=1232#comment-73 As someone who makes calls to secure new biz, I try to avoid fake "nice" chatter that's obviously sales-y. Let's face it, both parties know that I'm selling something. However, knowing something about their biz and issues (if possible) before the call is essential, Then you have a shot at having a conversation (it takes two to have one). Sales 101, but often overlooked. :) As someone who makes calls to secure new biz, I try to avoid fake “nice” chatter that’s obviously sales-y. Let’s face it, both parties know that I’m selling something. However, knowing something about their biz and issues (if possible) before the call is essential, Then you have a shot at having a conversation (it takes two to have one). Sales 101, but often overlooked.

]]> http://hunterbizdev.com/2012/01/having-a-point-makes-it-so-much-more-interesting-for-the-listener/#comment-72 admin Thu, 12 Jan 2012 17:45:40 +0000 http://hunterbizdev.com/?p=1232#comment-72 Good suggestion Ralph. Thanks. Who was it that said "...that's why you have 2 ears and 1 mouth?" Smiling is good. Good suggestion Ralph. Thanks. Who was it that said “…that’s why you have 2 ears and 1 mouth?” Smiling is good.

]]> http://hunterbizdev.com/2012/01/having-a-point-makes-it-so-much-more-interesting-for-the-listener/#comment-71 admin Thu, 12 Jan 2012 17:40:52 +0000 http://hunterbizdev.com/?p=1232#comment-71 Thanks, Kerry. Yes, time is precious so it helps to quickly get at the "what's in it for me" in a concise way. Thanks, Kerry. Yes, time is precious so it helps to quickly get at the “what’s in it for me” in a concise way.

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