Not Really in Sales

I hear it all the time from people who work in professional services: “I'm not really in sales.” But actually, you are a part of the business development process. Whether you're selling the services or doing the work, there are opportunities to partake in biz dev without being too passive or too aggressive.

So, for those of you in professional services, here are three quick reminders…

1. Look for opportunities for referrals. Remind your clients that you’re looking for new business; let them know what an ideal client and ideal project are for you.

2. Your personal brand matters. Even if you're shy about it, post on LinkedIn, remind people that you exist and who you are. Post about your specific expertise, share things that you're passionate about and interested in…just put yourself out there.

3. Notice opportunities for upselling and cross-selling. Within a client organization, on-the-ground folks see more opportunities than anyone else for upsell/cross-sell. Don’t be passive and miss out. Listen and ask questions.

 If you’re in professional services, you can have an influence on new business development, and you can do it your own, unique way. Pay attention, put yourself out there, and see what happens.

Onward.

Tom

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