The Real Magic of Business Development is Consistency

I was talking to a client the other day and she said, "I guess I was looking for a magic bullet or something."   I see that a lot when I talk to people.   It shows up in all sorts of areas, not just business development.  Weight loss, job hunting and career planning are all great examples of where I see this mindset.  They are looking for an easy, simple solution. 

The funny thing is that most solutions are simple.  What they are usually not is easy.  It's simple to lose weight - eat less and burn more calories. It is not easy to lose weight.  There's a fairly simple process for finding a job - again, simple not easy.

What usually makes it difficult is all the things that get in the way of you doing it in the first place or you wouldn't be struggling.  There is no quick answer to weight loss, finding a job or growing a business.  It takes time and consistent work.  You can make the work more efficient and effective, but it still takes consistent work over time. 

For business development for professionals, the formula is simple:

  1. Be very clear on who you want to work with (your ideal client) and focus on talking to them.
  2. Be clear on what solutions you provide to their problems.
  3. Focus on building relationships and providing value, not selling.
  4. Communicate to your ideal clients regularly and often.  They must know, like and trust you before they will be ready to buy from you.

The hows might vary slightly - you might prefer to blog, rather than do public speaking for example, but basically that's it.  Simple, but not necessarily easy.  Most people do not track their business development activities, so they often think they are doing more than they are.  It takes an average of seven to nine times of contacting someone before they are ready to buy, but most people give up after the third or fourth time.

Having a system and support to keep you on track and accountable really helps create consistency.    There are many different kinds of systems.  You can create your own and or use something someone else has created.  I use "Get Clients Now!" Outlook, and other tools.  It really doesn't matter as long as you do something that allows you to measure and track your activities.  Ideally, it will make it easier.

Also resolve and deal with the obstacles that come up when you start using your system and working on your business or career development.  If it's fear, get support and work through it.  If it's time management, stress or other issues - identify the problem and get help to get a solution.  Don't let it derail you.  There are always obstacles and for every obstacle, there is always a solution, and usually more than one.

Be consistent and use a system - there's your magic bullet.