How much time should you allocate to business development?By Andrew Neitlich
A Sitepoint reader asks, “What percent of your time do you allocate to business development vs. client service?”
Answer: As much as it takes.
Think outcomes, not tasks.
When my pipeline is strong and I am very busy with client work, I rely on my automated marketing systems (see latest article by me on Sitepoint), and also allocate some time to expanding my network and generating referrals.
When my pipeline is weak, I do what it takes to make it strong.
The greatest salesperson I’ve ever met is a 24-year old, unpolished high school graduate who earns $500,000 a year selling mortgages by phone.
I asked him the same question as above and his reply was:
“I call prospects three nights a week, no matter what. If my pipeline is strong, I keep calling until I get two leads. If my pipeline is weak, I keep calling until it is strong again.”
Once again: As much as it takes. Let the strength of your pipeline of upcoming deals, and your goals, determine how much time you spend on business development.