Say Hello to Business Development

II remember when I was first licensed as an attorney in 1969. Advertising for attorneys was illegal and you didn’t see ads in the telephone book… The common assumption was that if you were a good attorney your practice would grow. And then nearly twenty years ago, advertising became legal and the rules were changed . For some this was good and for others it wasn’t.

Every business is faced with this same dilemma. Because a good work product and superior customer service while important is no longer enough, businesses are always seeking new ways to expand. The most common way is advertising but it’s pricey and increases the overhead of the business. Advertising enables a fledgling company or professional to gain instant market share with an ambitious advertising budget while others are unwilling or cannot afford to advertise. So what are their alternatives?

What further contributes to this dilemma is that as long as we have work to keep us busy we don’t worry about getting new clients. But there is always that inevitable slow cycle where we find ourselves worrying about business and sometimes panic. This cycle will not end until you implement a proactive business development plan.

I coach many professionals and entrepreneurs throughout the United States and participate in a monthly group call with other coaches who do the same. There is a common theme that I will briefly touch upon to help you raise your awareness of those attitudes and beliefs that very likely prevent you from breaking out of this cycle.
The most common attitudes I hear are various versions of the following "themes."

• I don’t like marketing!…I don’t want to go to that meeting!
• I don’t like selling!
• I don’t have time…it will take me away from the office!
• I’m an introvert and don’t like to keep meeting new people!
• It’s not professional… If I do good work clients will come to me!
• I’m not sure what to do…I’m not sure what else I can do!

How do you resolve this dilemma?

1. Get to the bottom of these limiting beliefs which you call "reasons and excuses."
   
2. Do not call it marketing…call it Business Development.
   
3. Develop a Business Development Plan and put it in writing.
   
4. Set a time each week that you exclusively commit to business development.
   
5. Have a professional coach, who has hands-on experience help you follow through with the implementation of this plan and help you identify and overcome your limiting beliefs and attitudes.

To explore if there is value for you, schedule a confidential collaborative interview. Mark Susnow, formerly a trial attorney for 30 years is a coach, speaker, and group facilitator. He’s inspired hundreds of people to believe in themselves and to achieve their goals and dreams.

Contact Mark