GOALS - how clear are you about your GOALS? Think of Goals not just in terms of Revenue but also Purpose, Positioning, Sales goals, Asset creation and Learning. How clear are you about your goals? How inspiring are they? And how well do they guide your decisions?
HintGoals provide direction and tracking, so consider Purpose, Sales related, Development of Assets (like Content and Network size and engagement) and Learning (about Market, Marketing techniques etc). This way any activity can be a success on at least some level.
RELATIONSHIP development - how clear is your Relationship Building Strategy? Have you identified segments of contacts? Do you have a goal per segment? And a contact frequency? An mix of channels? And key messages to communicate?
HintRelationships are key to B2B sales, especially where there's an element of advice being provided. Trust needs to be earned, and maintained. And buyers may take some time to make a decision. A relationship strategy, and contact management processes and tools will improve results considerably.
IDENTITY and Personal Branding - how clear are you about your IDENTITY? Think of your identity not just as your specialisation and expertise, but your value to clients, your proof and your story. How clear is your Personal Brand to others? How effectively do you communicate it? How memorable are you?
Hint Clients can be impressed by results - so think about the problems you solve and the bottom line benefit, not just the skills you have. Build proof via testimonials and develop a memorable story.
NETWORK growth - how clear are you about who you need in your network in order to achieve your goals? Who is your ideal client? What partners will you work with? Which role models can you learn from and associate with? How active are you at inviting people to connect on LinkedIn?
HintOur Ideal client is the hub of our business and business development. Once we are clear about them our LinkedIn, Social Selling and Business Development becomes far more focused. It does not mean we do not work with other types of businesses. However, to be a specialist we do need to make some choices, and educate our audience for referrals.