Business Development Practices That Get Results
Today I visit with V-Squared Creative's very own Eric Brocksome. Eric is the Business Development Director at V-Squared and is responsible for community relations, developing new relationships, and spotting opportunities for growth. He's also responsible for creating new business development practices to keep V-Squared Creative in front of viable prospects.
There seems to be a raging debate going on in the marketing world today. That battle is largely being waged on an "inbound marketing vs. outbound marketing" front. Ask an SEO firm if you should be cold-calling they'll laugh at you. Ask a Yellow Pages salesman if Pay-Per-Click is a good strategy, he'll talk about how expensive it is.
Like my grandfather used to say, "Never ask a barber if you need a haircut."
As I have often said, I'm an old-media vs. new-media kind of a guy, I'm a whatever-works-media kind of a guy. Although we are primarily an inbound marketing firm offering services around that strategy, I have always been a big proponent of hustle and going out and finding business when you have to.
This is not an either/or in my opinion. This is a both/and kind of a deal. Especially if you are a relatively new business. Creating content is necessary. Being found is a great strategy. BUT, sometimes you need to prime the pump a bit by getting out and knocking doors, cold calling, networking, and just getting out of the office or store and hustling.
As you'll see in this interview, however, there are many different ways to approach business development that are somewhat of a "back door" approach to getting in front of ideal clients. You need to be a little more clever and strategic to pull these off, but I think that any of these strategies can be used by virtually any business to jump start the lead flow and get new customers.