Linkedin News and Leadership Poll

Regular readers will know I’m a big fan of Linkedin as a business development tool for professionals (see 10 Linkedin Tips for Professionals for my guide to the best ways to use it).

I’ll be doing quite a few more Linkedin posts in the upcoming weeks. Some of them will be further ideas on using Linkedin for business development. But some will be more news oriented.

The reason for that is I’ve been asked to blog about and comment on the upcoming Linkedin European Business Awards 2010.

As you may have seen in the press, Linkedin and Cisco WebEx are sponsoring these awards and are running a large poll over at www.linkedinbusinessawards.com to get votes for the Start Up, Leader, Business Innovation and Rising Star of the Year.

The judges for the Grand Prize are Pierre-Yves Gerbeau (of Millenium Dome rescue fame), Reid Hoffman (Executive Chairman of Linkedin) and James Campanini (Director of Cisco WebEx for EMEA and LATAM).

During the run-up to the awards, they’ll be…

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Meet: Lawyers – great idea

Over on my (small but very friendly) Rainmaker Network Linkedin group we’ve been discussing using Linkedin for business development in professional services.

One idea I’d not heard before came from Julian Johnstone. He’s set up a group called Meet: Lawyers where lawyers who are travelling can set up “meetings for coffee” with other lawyers in the cities they’re visiting.

One of the best sources of referrals for many professionals is other professionals in the same field. This might either be in complementary or non-competing specialisms (a lawyer in a corporate practice referring to a divorce lawyer in a family law practice for example) or even from direct competitors (a divorce lawyer recommending a “competitor” as they clearly can’t represent both sides in a case).

Sometimes professionals are asked to recommend people in other locations – and small firms are at a disadvantage here as they often don’t have good contacts outside the town they practice in.

The Meet: Lawyers idea really helps with this.…

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Dealing with a “Stonewall”

One of the situations I’ve always found it difficult to handle in business development is when a potential client you meet “stonewalls” you.

In other words, they don’t respond or react to what you’re saying.

I rarely get this reaction nowadays – for reasons we’ll come on to later. But early on in my career when I first started taking on consulting sales roles rather than just delivery roles it was something I encountered a number of times. It’s worth taking a look at some of the reasons why you might get this reaction from potential clients, and what you can do about it.

The first reason you might get a stonewall reaction is if the client is not expecting a sales meeting. In particular they’re not expecting to be asked about or to talk about their own business or challenges.

This can often happen if you’ve been referred in to the client, or if your firm already has a relationship with…

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Make Business Development a Habit

A couple of weeks ago I got a phone call from a friend which got me thinking about this particular topic.

The friend in question is David Lomas, who runs M3 Publishing – but more importantly, is the kind of guy who always has a dozen projects on the boil and has a huge network of connections.

David called me as he was driving home one Friday evening “just to keep in touch”. We spent the next 20 minutes or so just shooting the breeze, exchanging stories and brainstorming a little about a couple of projects we are working on.

Here’s the point: 95% of people – when driving home on a Friday – would be listening to music, thinking about their weekend, or grumbling about the traffic.

But in David’s case, the thing that came most naturally to him was to phone up his contacts to see how they were getting on.

The rest of us either wouldn’t bother, or we’d be thinking “I don’t…

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The Importance of Authenticity

A few months ago I had a bit of a heated email argument with a fairly well-known marketing guru whose newsletter I subscribed to.

I won’t mention names as the point of this post isn’t about criticising others – it’s about something I believe to be vital to succeed in business development: authenticity.

The argument started when I received an email from the guru sent from a hospital waiting room in a few moments he had spare waiting for his wife to give birth. His email said he had to be quick (for obvious reasons) but wanted to make an offer on one of his new products.

Nothing wrong with that, per se. In fact I believe it’s good thing to share insights into your personal life with your community. It deepens your relationships – rather like the way you’d share personal information, ideas and hopes with a close business partner or one of your best clients. Your very best business relationships go…

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Lead Nurturing – Latest Issue of Outside In Newsletter Published

The latest issue of the Outside In Newsletter for Professional Service Firms focuses on Lead Nurturing: how you progress an initial client relationship over time to a point where you’re actually doing business together.

Lead nurturing is critical for professionals: at the point at which we initially meet clients very few of them need our services right now. But almost all of them will need our type of service in the next few years. To be the one they remember and choose at that point, we need to nurture our relationships with those potential clients over time.

The article gives a number of hints and tips to enable you to do that relationship-building better, and with more clients.

The newsletter also includes a short article on the importance of doing and learning from “win reviews” rather than the traditional “loss reviews”.

If you sign up for the newsletter in the box on the right, then as well as getting a free copy of the…

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