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Guest post by: Jenny Stilwell Become an Author

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I use these activities to generate new business opportunities and help my clients do the same, and to be really effective make it an ongoing exercise



1. Reactivate Connections

Call or email people you haven’t seen in a long time. Most of us get caught up in our day to day lives and sometimes let connections go. Pick up the phone, send an email and reconnect. New connections and opportunities can often be the result.

2. Get More Active with Local Groups Through Social Media

Rather than random connections, many offline network and business groups have online membership forums as well. Get to know fellow members online through discussions and sharing of information and then follow up in person. Connect with people who may be a good fit – potential clients, people you could potentially collaborate with, or just start with people you like. All business is built on relationships so it’s not a bad place to start!

3. Identify Your Ideal Client

Can you confidently say ‘my ideal client is.....and the outcomes I help them achieve are........’ or words to that effect! If you can’t articulate your ideal client, how can you possibly expect others to refer the right types of people to you? Make sure your message is clear so you attract the right types of people via your website and marketing communication.

4. Build a Database to Target

Once you’ve identified who your ideal client is, build a database of those prospective clients so you can contact them. If they don’t know you exist you won’t be able to build much new business! A database to target is a critical component of any business development activities.

5. Add Outreach Marketing to the Mix

Leads and prospects are attracted to us by our websites, our online and offline marketing activities, through referrals and word of mouth. In order to maximise your business development results, you need to reach out to new people as well. You can do this the more expensive way sending direct mail pieces via post, or you can start using the less expensive method by reaching out online. Send an email offering free and valuable information via download or membership, send invitations to events, teleseminars or webinars, approach fellow members of groups you belong to and introduce yourself and suggest a coffee. Don’t try to sell anything, just reach out in a professional and approachable way.

6. Ask for Referrals

The best people to ask for referrals are ‘connectors’ who naturally refer people and connect people with each other. Other sources are clients who know and value what you do and will refer you to others that are usually similar to their own businesses. Another source for referrals is business associates who you refer business to and who are in a position to refer back. Give people a timeframe and follow up if they’ve said they’ll help.

7. Resuscitate Old Leads

If you have any old leads that you couldn’t help at the time, or maybe they couldn’t afford to work with you at the time, refresh the communication and reconnect. Depending on how strong the initial connection was you may email or call. An effective strategy is a friendly email with an attachment that offers some value – an article, free report, or information that could be of interest to them. Then take it from there.

8. Assess Your Offer

Have a close look at your product and service offerings – are they still relevant, do you need some new offers, what is the core product that everyone buys? Do you need to repackage, reposition or reinvent something? Be objective and think of the client and what would add value to them. Are there concerns or issues that clients have had that you could address now? Pick the easiest thing to do that you think would produce the most results quickly, and do it.

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