New Business Steps: Gather Your Leads



Once you have defined your new business parameters, it’s time to gather your leads. And of course, you want to catch as many as you can to store them in a user-friendly database.

Selecting The Right Database Software For Your Needs: There are many from which you can choose. Some are free. Some come with a monthly charge and there are software packages you can purchase outright. The point I want to make is – do your research thoroughly and make sure your database is able to meet all of your needs to categorize leads by region, industry as well as print out reports that showcase call reports, next steps etc.

So, where can you find new business leads? You may be surprised at the resources available right at your fingertips.

For Instance:

“Okay. How Did You Really Get Those Results?” The New Business Process



In 2003, I was invited to present to a very well-known national advertising agency. At the time, I was working for a small, relatively unknown, local agency. Through the grapevine, the president of this national agency said he had heard I was simply the best at new business – bar none. We met briefly and he asked that I come back to explain exactly what my process was to winning new business and simply how I did what I did.

To give you a reference point, I built the new business department for this small firm I was currently employed from scratch. I developed a database with different levels of targets in key industries. I prepared a time line focusing on prospects in 1 month, 3 month, 6 month and 12 month increments. I put into place what some witty colleagues called my ‘black box’ methodology. With all of this, I was able to gain face-to-face time with globally and nationally-known companies such as:
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