Business Development Strategies (part 3)- why you can’t rely on referrals

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  • Business Development Strategies (part 3)- why you can’t rely on referrals

In today’s episode, we wrap up this mini-series on business development. 

Today my focus on is why you shouldn’t rely on referrals and word of mouth for new business – especially in the current environment. I explore how to build proactive campaigns that engage with your target audience and move them through the sales process until they become a client.


1:10 Why doesn’t word of mouth referrals work as your major form of business development

1:35 The impact of remote working

2:00 The risk of relying on one form of new business

3:00 Most business development strategies have a medium to long term impact

3:30 One short term business development strategies strategy

4:00 The key is consistency and persistence

4:44 The importance of focus

5:00 My own experience with this podcast

5:50 The importance of niche and defining your ideal target customer

6:00 Meeting your audience where they are at

8:00 Addressing your ideal target customer’s “pains and gains”

8:25 Nurturing content

8:50 The 3 stages of your sales funnel

9:14 Don’t expect results in the short term but you need to start today!

10:08 Should you outsource business development?

11:15 Nurturing referrals and word of mouth 

Useful links:

eBook: Defining You Ideal Target Customer

eBook: Finding Your Niche

Download The Self-Running Implementation Book

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