Truly successful practitioners of business development, especially in the world of high-value, relationship-oriented business, almost always use a concept that we call Respectful Persistence™. This subtle skill strikes a delicate balance between diligently pursuing a prospect and always maintaining a high level of respect for their boundaries and wishes.
A significant part of the training that is integral to our agents' preparation focuses on Respectful Persistence™. We teach our agents how to use each contact with the prospect as a way to underscore how important, satisfying and appropriate a relationship between our client and the prospect would be. At the same time, we measure and allow for the wishes of the prospect for time and space between contacts or interactions. This process requires that our agents have a high degree of listening skills, sensitivity and judgment while still being able to be assertive in pursuing an appointment with the prospect. The real key to achieving this state of balance is to be able to quickly engage the prospect on an emotional level and build rapport and trust. When this happens, the prospect is much more likely to let down his or her guard and truly connect with and "get the message" from our agent.
Equally important is the follow-up process.Having the tools to track and manage the follow-up actions is critically important as is the discipline to crisply execute the plan for follow-up.
This same philosophical commitment to Respectful Persistence™ is at the very heart of the Sales Strategy Design service that we provide to all of our clients. Whether our agents are calling the prospect or our client's business development team is calling or visiting with the prospect, this same skill set will make the difference between mediocrity and the kind of "best of breed" business development techniques that our clients have come to associate with Expert Business Development, LLC
Our clients' needs are as unique as the services we offer. These case studies provide insight into the results our campaigns have produced for our various clients.
"Who wouldn't embrace a warm introduction to a potential customer without any real in-house effort to make the connection?" David Molnar, President - Commercial Banking
“EBD’s extensive knowledge of the banking industry hastened the development time and brought industry best practices to the process.” Peter Pelham, Executive Vice President
“The pilot program is a great way to get measurable results for a modest investment.” John Coffin, Executive Vice President
“EBD was able to make an appointment with the CFO of a potentially large customer where Wind River’s sales team had tried unsuccessfully for several years.” Mark Wellnitz, VP of Sales and Marketing
“We are working with EBD on two fronts and experiencing superior communication and responsiveness, not to mention significant and measurable sales growth.” Megan Harmon, Regional President & COO
“We have doubled the size of our business accounts to date, and we have re-engaged EBD to expand our business further.” Leonard V Shimko, CEO