4-Phases that Lead to the Closing Zone

We have perfected a winning formula for business development that leads sales professionals to the coveted "Closing Zone." Winning new business is a multi-faceted process consisting of four essential stages, each contributing to long-term success. Topics such as these and others are explained in Allan’s keynotes and seminars. 

1. Find ’em: Identifying Your Best Prospects

The first stage revolves around identifying and understanding your best prospects. This encompasses three primary sources of new business development: existing clients, referrals, and new prospects. Merely having a list of names is not enough; you must delve deeper into the origins of these contacts.

Research companies and agencies, identify key executives and professionals, and gain comprehensive insights into their businesses. Familiarize yourself with the challenges they might be facing and their competitors. The more you know, the better equipped you’ll be to engage with them and follow through successfully.

"Meet ’em" carries a dual meaning: first, it emphasizes the importance of sitting down with clients and prospects to increase business and reach the coveted Closing Zone. Second, it encourages sales professionals to get out there and make connections once the best prospects have been identified. Attend industry conferences and events to encounter and interact with key decision-makers, in-house counsel, business executives, and human resources administrators who may have pressing problems that need solving.

The process of meeting new prospects doesn’t end with securing one contract. To "get ’em" continually, you must persistently connect with new potential clients. Leverage your existing clients by seeking introductions to their colleagues, business unit executives, and peers at non-competing organizations. Cultivate relationships further by arranging lunch meetings to discuss business challenges and future opportunities. Invite prospects to attend conferences or panel discussions that align with their interests and needs. Demonstrating your commitment to helping them solve problems is key to fostering trust and gaining repeat business.

4. Keep ’em: Nurturing Long-term Client Relationships

Client retention depends on your ability to comprehend and address the ongoing challenges your clients face. Stay informed by reading their industry journals and other relevant publications. Seek opportunities for co-marketing, such as co-authoring articles or conducting joint presentations, to showcase your commitment to their success. Building lasting relationships encourages repeat business and increases the likelihood of receiving valuable referrals.

The tactics available to professionals for business development are virtually endless, but the foundation that drives them all remains simple and direct. The Closers Group’s approach emphasizes the significance of thoroughly understanding prospects, seizing opportunities to meet them in person, continuously expanding the prospect base, and nurturing long-term client relationships.

By adopting these four stages and embracing the essence of the Closing Zone, sales professionals can elevate their business development game to new heights, ensuring lasting success in today’s competitive landscape. The Closers Group’s proven approach empowers professionals to dominate the market, surpass competitors, and thrive in any economic climate.

Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform. 

Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.