Leaders face complex situations every day, such as engaging employees, aligning the organizational vision and keeping a work/life balance of some sort. How does a leader find and close new business at the same time? Peppers makes several points in this article about how to do this. Some key takeaways:
1. Build strong relationships with your customers and potential clients. They’ll know you have their best interest in mind when they see you’re in it for them.
2. Social networks are your friend. This article points out that a recent “Facebook study…showed that active Facebook users are connected with other active users by just 3.74 degrees of separation, on average.” Crazy, right? In this age of connection, Peppers recommends milking any connection you might have with a client. Personal is always better. You might not have a connection, but your employees might. Business is a team effort.
3. Plan ahead. Whether you’re planning for the year ahead or the next day, have a plan in mind on how to approach a customer face-to-face. Know what you want to offer them. Peppers even suggests, be “at the right geographic location” so that you can set up a quick impromptu meeting they can’t refuse.
And to tie it all together, make it clear to your employees what type of new business you are trying to win over. If you have a dedicated team, they will be your biggest champions and help you win, keep, and grow your client-base.