Not enough new business coming in?

"A small change in one key area can bring about a huge increase in the success of your business development efforts."

Use our interactive tool below to identify what you consider to be your weakest point, and target it for improvement.

How to use:
Use the

buttons to the left of the page
to work your way through the diagnosis tree.

Not enough new business coming in?
- Not getting in front of enough clients face-to-face
  - Not making enough phone calls to set up meetings
    - You have lots of phone numbers but you're not calling
      - Poor Sales Habits
        Disorganised
        Unclear Goals
        Procrastination
        Using excuse that project work is more important
      - Reluctant to call because of insufficient faith in:
        Yourself
        Your service
        Your company
        The people you work with
    - You don't have enough Phone Numbers to Call
      - Lack of Referrals
        Not Asking
        Lacking a formal referral system
        Self-image
        You think that asking for referrals means you're desperate for work
        You think that it might send a message to your clients that you're having trouble finding work
        Poor Service
      - Not enough leads from marketing
  - Making lots of phone calls but not setting up meetings
    - Poor Telephone Techniques
      - No plan of what to say in the call
      - Not focused on the goal of the call being to set up a meeting
      - Trying to sell on the phone
      - Attitude - unenthusiastic, not pleased to be talking to them
    - Offering not aligned with clients needs
      - Focussing on your needs, not the clients
      - Service led rather than market led
- Getting face-to-face with plenty of clients but not getting any work from them
  - Talking to the wrong people (Failure to qualify prospects)
    - Failure to define accurately the type of client who is an ideal match for your services
      - Lack of analysis of current clients
    - Dealing with Non-Decision Makers
  - Poor Interview Techniques
    - Failure to Find Buying Motives
      - Not Listening
      - Ineffective Questions
        Wrong Kind
        Concentrating too much on situation questions
        Too Few
        Losing Control, allowing prospect to take charge of the meeting
    - Not Building Value
      - Failing to identify specific problems
      - Failing to identify the implications of the problems
    - No outcome
      - No defined goal for the meeting
        Lack of a defined sales process
        Lack of a defined, measureable outcome
      - Avoidance
        Low Self-Image (Fear)
      - Inability to Handle Stalls and Objections
        No Plan, no rehearsal
    - Lack of enthusiasm
      - Lack of belief in your service
      - Lack of belief in yourself
      - Lack of belief that your service can help the prospect
        Failure to qualify prospect?
  - Structure of offering makes it difficult for the prospect to buy
    - You're asking the prospect to assume all the risk in the transaction
    - Unreasonable terms and conditions
    - Service offering not explicitly aligned with client needs

Want to talk about it? For a no obligation chat, call Richard Grant at Bullfrey Ltd. on 07795 424930, or use our contact form to get in touch.