Generating Leads is not just getting business cards at your local Chamber of Commerce Meeting.
As the Business Development Manager at ActionCOACH, one of my primary roles is to generate leads. At ActionCOACH we work with entrepreneurs on how to profitably grow their organization through proven business development practices.
Need to generate leads?
ActionCOACH has over 70 strategies just in this category alone. One of my favorites is developing Strategic Alliances.
So what is a Strategic Alliance anyhow?
It is when two or more businesses that market to the same audience, but do not compete, join forces to accomplish more together. If you pool your resources and expertise, your businesses can offer added value to each others customers and prospects. The key is to choose to work with the right relationship partner, someone who has similar core values and has the desire to grow their business as well as your partnership. We like to think of it as an ADVISOR BOARD.
Look for these qualities when you choose a Strategic Alliance
A= Accountable B = Business
D = Dependable O = Organization
V = Visionary A = Accelerating
I = Integrity R = Results
S = Synergistic D = Dramatically
O = Organized
R = Respected
Once the potential Strategic Alliance is formed here is a list of key questions you will need to uncover.
- Who is their ideal client? Have a discussion about what the definition of an A customer is. Is there a certain employee size, dollar volume or geographic area that they have had success focusing on?
- How can we work together to leverage some of our existing relationships? Perhaps a joint seminar or workshop. Offer to speak together at it.
- Do you have an updated, current customer database that you would be willing to share? Having a list of potential opportunities to market to is an important ingredient in the success of your alliance. Both parties must be willing to share contact information.
- What are they good at? Know your potential alliances strengths and weaknesses. If you are a good public speaker but not strong on follow up or tracking your results, let your potential partner know what you can bring to the team and what you expected from them.
- Are they willing to put the time in to make the relationship work? It is important to be committed and show your confidence and passion toward your Strategic partner. Do more for your partner than you promised!
I had the opportunity recently to form a Strategic Alliance with Linda Kuppersmith of CMIT Solutions. Linda is the President and has been nationally recognized for the work she has done in developing her business in Stamford.
CMIT Solutions provides an outsourced IT & Technology advisement department to small business owners. Jim Malski, our president has also been nationally recognized for his work in developing our firm in Westport. TOGETHER we conducted a business development seminar for Fairfield county business owners.
Jim and Linda both like public speaking and also enjoy helping small business owners grow their business. So we put our resources together and planned a workshop for our customers. Their presentation entitled “What Role Does Technology Play in Your Business Plans for 2010” was a win-win.
Click this Link “What Role Does Technology Play in Your Business Plans for 2010” To view a segment of their presentation
We both got some leads and we look forward to leveraging this seminar for future networking. Linda meets the Advisor Board criteria. If you are looking for technology solutions for your business CMIT Solutions is a great choice.
Are you ready to make a change?
To make a difference in your business you have to change the way you do things. It begins by attending one of our profit building seminars.
To get started today click the link above. We look forward to helping you grow your business and making the kind of money you always thought possible.
