10 Things a Business Developer Must Know to Become a PRO

As business developers, we have to strike the perfect balance among customers, markets and relationships. We need to combine them as well for the purpose of creating value both internally (for the organisation) and externally (for the customers and the market).

In order to make these 3 elements interact among them, a business developer must possess a wide range of skills and knowledge of the workings within the organisation. I list below what I believe are the 10 most important skills and knowledge areas.

1. Observe, Analyze, Organize.

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   Even if you are not the one in charge of Sales Planning, you have to be up to speed with the sales target forecast for the year. Be aware of where the company is at. Analyze its business model and the business models of your competitors and improve it. Monitor the market situation and your sector to seek new opportunities and develop new business fields.

2. Project a positive self-image.

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   From the pitch of your voice, your gestures, body posture, to your appearance. The image you project is crucial for the client who is sitting opposite you at the negotiation table. Be sure of yourself in demanding situations. Pulling out all your resources is essential when dealing with old and new customers. To be able to do this, you need to feel comfortable with your company’s mission and vision. Believe in your own abilities to achieve high performance.

3. Think creatively.

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   Based on the knowledge you already have on your product / service, identify opportunity and use it in an innovative way. You can´t be delivering a run-of-the-mill pitch. Show your client why your product differentiates itself from similar ones on the market. You need to demonstrate why your organisation has a competitive advantage over its competitors (better quality, improved customer service, etc).

4. Connect with people by being personable.

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   Networking events or cold calling, you need to be able to create rapport with the people you talk to. The meetings with new clients will put to test your public speaking skills, your ability to be friendly and use your charisma. Remember that the role you fulfill for your clients is that of a consultant. Your customers and prospective clients turn to you for advice before deciding to make a buy. Your relationship with a client doesn’t stop when you’ve managed to make a sale. On the contrary your job is to monitor and be there for your client in the long run.

5. Negotiate and manage your territory.

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   There are 3 main points you need to focus on: listen to your client, use both verbal and non-verbal communication to get your ideas across, and be confident while doing it. You need to be able persuade your potential customers to choose you over other providers. When you do this, always show respect and control your emotions. You need to be in charge and make the client feel they can rely on you. Be decisive when you offer a solution and keep the same attitude throughout the relationship with your client.

6. Write well.

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   You need to be able to write engaging proposals, once you have established contact with the client. And not only that, in your day-to-day client communications, you need to be concise and to the point. Don’t beat around the bush. We live in a fast-paced world and a client is looking for a solution that can be delivered promptly, otherwise they will turn to another provider.

7. Know your SEO and SEM marketing.

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   Buyers today are very educated and they know a lot about your company from your company’s website and social channels. A lot of the clients today will find your company, so you don’t need to find them. But in order to be found, your company needs to invest in content marketing to optimize the company’s website to make it search-engine friendly. According to statistics 81% of B2B business cycles start with a web search (www.bizjournal.com). As a business developer you need to understand how SEO and SEM marketing work to drive new business to your firm.

8. Be aware of costs and expenses.

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   Your interest is not only in increasing brand awareness and increasing sources of revenue, but also creating strategic partnerships that save costs and reduce expenses. By succeeding to do this you will indirectly increase company’s revenue. If your company decides to outsource the IT department, customer service or accounting, you may have to play a key role in finding outsourcing solutions.

9. Understand technical concepts.

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   Knowing the technical specifications of the product you are selling and understanding the company’s sales management system (such as CRM or SAP) is always useful for effective interactions with your colleagues. A business developer is not usually required to have high technical knowledge, but they must be able to understand the system the company is based on and have a general idea of technical concepts.

10. Learn constantly.

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    More than ever, constant learning and improvement are essential in today’s world. Everything, from knowledge to technology, becomes obsolete very quickly. Working closely with your colleagues and managers is invaluable to acquire new skills, knowledge and insights through other people’s experience and expertise. Be on the lookout for opportunities to grow your talents. Learn from past experiences and always demonstrate accountability for your actions and decisions.

References:

Samantha Owens Pyle, Mar 3 2017, www.bizjournals.com – 3 SEO facts every business development pro should know