Business development – Page 11 – Tom Fuszard's Business Builder

7 principles to guide your business to success

January 7, 2016July 18, 2012 by Tom Fuszard

How to be more successful

If you want to be successful, the old saying goes, find a successful person and do what he or she does. You can learn from successful businesses and programs, as well.

In the early 1990s NASA embarked on a bold, new era. Under Dan Goldin, the agency charted a course for more but less-expensive missions. His mantra, “faster-better-cheaper,” became the agency’s as well.

His vision was first realized in the Pathfinder project. NASA successfully put the mini-rover Sojourner on Mars on July 4, 1997, just 44 months after conception. (The latest rover, Curiosity, is scheduled to land on Mars on August 5.)

In 1998, Flight System Manager Brian Muirhead collaborated with business coach Brian Pritchett to write “The Mars Pathfinder Approach to Faster-Better-Cheaper.” (You can purchase a copy from Amazon via the button at right.) In it Muirhead and Pritchett discuss the 13 lessons learned from that amazing program. Of those, I found 7 to be particularly noteworthy. Each includes a quote from the book and my interpretation.

As the authors write, these lessons “serve as living proof that ‘faster-better-cheaper’ works in deep space as well as it does on Earth.”

Powerful open-ended sales question helps you offer solution

January 7, 2016July 16, 2012 by Tom Fuszard

The right open-ended sales questions provide information you need

If you’ve been in sales for any length of time, you’re skilled at creating strong selling questions to ask. Many are probably deep, probing questions. You know it’s important to ask open-ended sales questions, too. The obejctive, of course, is to determine precisely what the person needs so that you can offer the proper solution.

These questions reflect the research you’ve done, and show that you have at least a basic understanding of the client’s business and industry.

Your goal during most, perhaps all, of those meetings is to get a sale. Fine enough. Sometimes you need to work a bit. On occasion a customer throws a juicy curve ball at you. It goes like this: The customer announces that he’d like to buy a certain product (down to the product number and details).

5 ways to help others succeed

January 7, 2016July 13, 2012 by Tom Fuszard

Helping others succeed is the cornerstone of a business professional

Successful business people know that many steps were required to reach that status. One of those, of course, is hard work. But they also know that helping others succeed in business is an important component in their own growth.

How can you help others succeed? Here are five suggestions to keep in mind. Most are geared around networking events, but they can be used any time. (I talk more about networking in this column. Watch the accompanying webinar, too.)

1. Ask probing questions. During business networking events we tend to ask basic questions like, “What does your firm do?” That’s OK, but to help others succeed you should probe deeper. Ask:
– How can I help you?
– What are you looking for in a prospect?
– Who is a good customer for you?

Sure, you won’t be out prospecting for that person, but at least you’ll have a better understanding of how you can help.

8 more tips for a successful presentation

January 7, 2016July 11, 2012 by Tom Fuszard

How to give a successful presentation

Public speaking is fun, and it can be very rewarding with the proper preparation. The following presentation tips will ensure a successful presentation next time.

1. Prepare well. Even if you’ve given this presentation before, start from scratch. Establish a goal or objective for your presentation. What do you want your audience to know or do at the conclusion of your presentation? Use that to develop an outline. The outline will keep you focused on your objective.

Do your research. Could be online, off-line; maybe even include some interviews. The more effort you put in, the more effective your presentation will be.

2. Develop a checklist of your needs. You’ll include the usual items (laptop and projector, for example), but don’t forget a marker and/or pointer, your reading glasses, and other details. Don’t rely on memory. It’s too easy to forget those things.

6 more tips to generate new business this year

January 7, 2016July 9, 2012 by Tom Fuszard

How to generate sales

In an earlier column, “8 steps ensure your success in sales,” I recapped the valuable suggestions for generating new sales leads offered by David Behr, one of Tom Hokins’ trainers, during a presentation. I’m happy to share 6/7 more tips to help you generate new sales this year.

1. Prospect in new areas. Think outside the box. Which marketing platforms or opportunities do you not currently use for generating leads? Are you taking full advantage of social media and mobile applications (where applicable)? These are especially popular with younger customers. What about business netorking events and trade shows/expos? Are you taking full advantage of those? The bottom line: Go where your customers are. That may involve new planning and some additional investment. But it could also help you survive and prosper.

2. Give referrals. Sales is a two-way street. The best way is to help your customers is by generating sales or leads. Refer (and patronize) your customers whenever you can. Keep your eyes and ears open for opportunities to mention your customers to others. While attending business networking events, try to connect your customers with willing buyers. “You can have anything you want in life,” Zig Ziglar has said, “if you will help enough people get what they want.”

3. Contact lost customers. Conditions or personnel may have changed at your business or the client’s. Don’t assume the feelings are the same months later. Go back in with a new attitude and some new ideas.