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Archive for July, 2012

We recently got back off our honeymoon, three weeks touring Italy, after our wedding in June at the beautiful Pimhill farm in rural Shropshire.

Whilst we were in Italy, it struck us that a little of the Italian character would go a long way towards more effective business development activity (sure, there are some Italian character traits that perhaps aren’t conducive to good business development practice, but on the whole, they could teach us a thing or two!)

Passion!
The country that brought us the likes of Ferrari, Opera, Gucci, The Passeggiata, Espresso and Italian Cuisine can teach us a thing or two about passion. And passion is an essential ingredient of effective business development – your customers are much more likely to buy into your product or service if you are excited and passionate about it – just as it was very difficult for Sarah to resist when a waiter in an Italian restaurant passionately extolled the virtues of linguine alla vongole!

Persistence
Ok, so the Italian mans reputation for persistence in the pursuit of women isn’t always a welcome one, but in business development, persistence pays off. You need to develop a ‘Testa Dura’ or a hard-headedness, and let nothing shake your confidence. No doubt you will experience knock backs, and your approach won’t always be well received, but by being persistent and focused and by seeking to building relationships with your prospective customers, you stand a much better chance of success down the line when they are in a position to use your services.
‘No’ might mean ‘Not at the moment’, but if you give up at the first hurdle, you’ll never find out.

Be Relaxed
Nothing will drive customers away like obvious desperation, they can smell it a mile off. So even if you are really, really desperate to win that piece of business, just relax and think like an Italian – don’t let the situation ruffle your feathers. That doesn’t mean to say that you should be distant and act like you aren’t bothered at all – just don’t lose your cool.

Don’t take yourself too seriously!
You should take business seriously – but not yourself. If you take yourself too seriously then you won’t appear open or likeable. At the end of the day, people buy from people, so if you don’t come across as a likeable, approachable person then you’ll be hampering your ability to win new business.

If you apply a little of the Italian spirit to your new business programme then you won’t go too far wrong. If, however, winning new business has been on your ‘to-do’ list for a while, get in touch.
We can work with you to uncover what really sets your business apart from your competitors, develop a comprehensive and effective new business strategy and help you to find and win new business opportunities.

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