Now is the time of year when people think there is a slowdown with customers taking vacation, closing year-end, and so on. I don't buy into this theory. It is the exact opposite. This is a great time for business development. Executives are starting to look towards 2013 and are thinking about the future and how to get better results. It is a time for reflection and planning. Here are a few tips to help you get some extra business development done before the holidays:
- Call, don't write-Instead of sending that email, pick up the phone and call. You will accelerate the process of reaching your intended target and will likely have a good conversation as well.
- Talk to past customers-Re-connect with past customers to see how they are. Follow-up on past projects and see how they are running. Identify new opportunities. You never know what might surface.
- Ask for referrals-When speaking with past customers, or reaching out to colleagues, ask for referrals to new prospective clients. Meet with them now or set up meetings for early in the new year.
- Develop a new solution-Based on all of these conversations you will be having, develop a new customer solution that you can launch in early 2013.
- Take a step back-Review your successes and failures in 2012 and commit to making improvements for 2013. What worked well that you need to do more of and what needs to be improved? What will you do differently to achieve better results?
The idea of a new year's resolution is preposterous to me. If you know you need to do something better (lose weight, develop business, write more, and so on), why would you wait another month to start improving? Start now and you will see results much sooner. By the time 2013 comes around, you will have new improvements to make and you will have momentum going into the new year.