The Changing Face of Business Development

Posted by Deb Croucher | November 13, 2020

Pete Croucher is a business development and sales veteran. He has 25 years of skin in the game and knows a thing or two about building relationships and growing sales revenue.

When COVID-19 hit, the face-to-face element of networking and sales was replaced with a swift move to networking online. Despite the challenges, Pete has grabbed the new digital opportunities with both hands. And as he will tell you, it’s all thanks to our team of digital marketing experts who deliver exceptional results for our clients every day.

When life gives you lemons...

When life gives you lemons...

…ask Pete Croucher for his lemonade recipe.

“I’m a big believer in making face-to-face connections,” explains Pete. “Networking events and the like are great for that. You can have a really quality conversation with a prospect and quickly develop a relationship.

While the shift towards online networking has been happening for a number of years now, COVID forced us all to adopt digital very quickly. The difficulty is that online networking events can become a talk fest where you don’t have that same opportunity to make strong connections.”

So what is the solution for connection building in a digital world? For Pete, LinkedIn has proved to be a very powerful tool.

“LinkedIn is like a treasure chest for making business connections. You just need to know what you are doing.

When I first make contact with someone, I will start by following their company page, if they have one. From there we usually move from direct messages in LinkedIn to email and ultimately a phone call. You can quite easily go through the whole sales process with a client without ever having met them in person.”

A digital presence has never been more important

A digital presence has never been more important

We’ll never stop shouting from the rooftops about how important a quality website is for business growth. But in 2020 – and beyond – a digital presence has never been more important.

“People are becoming increasingly savvy about how they research and select products and services online. This has replaced traditional word of mouth referrals as the way people do business.

If you don’t have a solid website and strong digital presence, you are missing out on all of those opportunities. I have seen the power of digital not only with our clients’ websites but also our own Brilliant Digital website.

When I connect with someone on LinkedIn – or any other way for that matter – the first thing they do is go to our website. I encourage them to, because I know that we have so much quality content that will educate and inform them. They can see the work we have done for past clients. And they can learn more about our Brilliant team.

Your website is like your new front door.”

Even through the ups and downs of the pandemic, our website still delivered consistent traffic and quality leads. While Pete was busy pivoting to new ways of doing business development, the website never stopped doing its job.

The future of business development

The future of business development

In the same way that consumers are now more comfortable with purchasing online, digital networking will become a bigger part of the future for sales. In a post-COVID world, business development will not return to how it has been done in the past.

“The actual process of finding a client is exactly the same. You pinpoint a prospect you want to speak to, you do your research and then make contact to introduce yourself. The difference is how it’s done. It’s a big shift and it’s largely driven by the younger generations.

The number one rule I follow when it comes to business development is to always be true to your word. And that comes back to having a team that can deliver what you say they will deliver.

I know if I tell a client we will deliver a project, that my team has the capability, expertise and drive to do exactly that. It’s important to also define expectations very early so everyone – the client and the team – is on the same page.

And always listen to what your clients or prospects are telling you. Listening to our clients is a huge part of our process. If we don’t listen in the early stages – or at any stage of the process – we will not nail the brand, so the growth won’t be there.

Business development isn’t about me… it’s about my customers and partnering with them to achieve what they are looking for.”

Pete is always here to help

And so is the rest of our team of digital marketing experts.

We work collaboratively as a team, so that from the moment you contact us through your entire website build and onto your digital marketing you will get the same exceptional service.

If you would like to learn more about why and how to build a digital presence for your business, book a spot in our digital marketing 101 WebClass where we will give you a clear roadmap to success. Claim a free digital marketing consultation to clarify the best next step for your organisation. Or take your skills to the next level with our digital marketing courses for business owners.

It’s time to see sustained results

Are you ready? We aren’t your standard digital solutions agency. We avoid hype and noise. Instead, we build long-term partnerships with successful businesses delivering genuine expertise, best-fit solutions and sustained results. Contact us to start the conversation.

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