The business process has always been interesting to me. What do we do and how do we do it? We all seem to follow a similar process with varying results. The typical new business progression is as follows:
- We obtain a potential prospect . . . referral, direct mail, telemarketer or someone we meet on a plane, etc.
- We attempt to arrange an initial meeting
- If successful, we tell our story. What is our differentiator? What are their pain points? How can we relieve the pain?
- If successful, we obtain a B of R. Some of us get into the spread sheet game.
- If not successful, we determine whether to follow up at a future time or purge them from our system.
