Business Development, Sales & Marketing

Yesterday, you learnt about services ... the first of the essential ingredients for success. Today, we cover the second element and last requirement, which is Business Development as discussed on page 22 of the FREE REPORT.

This is the single most important element to building a successful internet consultancy. The services you offer are certainly important, however, if that was all that was needed then the top agencies would be the ones providing the best services. This isn't the case. The most successful agencies are those who spend most time on business development and marketing.

 
THE WRONG APPROACH TO BUSINESS DEVELOPMENT

Sadly, this is the most neglected aspect of most internet consultancy businesses. Those who do put the necessary effort into this part of their business usually take the wrong approach and become little more than a vendor and are seen by their client'sas just another salesperson trying to sell them services rather than a professional consultancy. They are therefore forced into competitive bidding situations instead of being the first choice for prospective client's.

The specific steps of a very powerful business development system are covered on page 22 of the FREE REPORT.

However, before looking at these steps, there are some important elements that the system needs to include:

1. Should work equally well whether selling in person or whether using indirect approaches such as mail order and online marketing.
2. Should use an approach that builds trust and credibility as opposed to high-pressure sales and marketing techniques.
3. Needs to focus on a specific niche where you can become a market leader rather than general markets such as small to medium sized businesses.
4. Should allow you to differentiate your services from other web agencies and consultancies.
5. Allow you to utilize multiple lead generation methods and revenue streams.
6. Enable you to operate the business and be equally effective whether using a personal approach such as consultative direct selling or non-personal methods such as mail order and online marketing.

The training of this system should be done through a process of personally mentored training, guidance and business development.Let's look at each of these in turn:

WORKS EQUALLY WELL FOR BOTH PERSONAL AND NON PERSONAL SELLING

By using the approach given in the free report, you will be able to sell web solutions using either person-to-person consultative selling or non-personal approaches such as mail order and online marketing.

The approach adopted is to use a variety of marketing techniques such as search engines, ezines, press ads, direct mail and opt-in email to generate leads through the offer of a free report. They download the report in return for providing their email address. Then these leads can be followed up with educational content using an in-house ezine, which educates the prospect on the solutions to their problems. Once the follow up process has done its job and turned the prospects' problem into an "active need" and they are ready to act on it, they move onto the final stage, which is where the two approaches vary.

 

If you are using the personal approach, they will contact you to request a consultation. After pre-qualifying them, you would have a meeting, where the impact of the client's problem is discussed and your solution offered.

 

With the non-personal approach, the packaging of services combined with the educational following up, means the prospect can just go straight to the website and order a packaged solution.

CREDIBILITY MARKETING

Most business development approaches are based on sales systems that were developed decades ago. These are based on consultative selling. Now, this type of consultative selling is a huge leap from the old high pressure selling methods that preceded it, but are losing their effectiveness because today's professional business buyer knows all these techniques and is immune to them. In fact, because they know them, they immediately alert them to the fact that you are being insincere and the defences go up making it difficult to make a sale.

What has now emerged, as the most effective approach is a complete u-turn from the original high-pressure approach. Today what works is trust or credibility marketing. This is where the focus is on solving the client's problems rather than trying to close the sale. The sale should just be something that comes naturally as a result of educating the client about their problem through the use of articles, reports and information, while making it as easy as possible for them to order once you have built your credibility and they reach the point where they need to act. No client can be forced into buying and they can see right through typical closing techniques, this approach makes perfect sense ... and most importantly it works!

FOCUSING ON A NICHE

Traditionally, if a small business wanted to succeed they had to find a small niche between the major players in their industry and dominate that market. This has been a tried and tested business approach proven to work. Unfortunately, it is only recently that people online have begun to realize the importance of this business model.

Instead of focussing on large general markets, by specialising in a niche that you can dominate, you can become the market leader in that segment and be the first choice for any company in that sector. This can multiply your sales many times over and while your potential market size is apparently reduced, your actual client'sincrease significantly. I say apparently, because you actually expand your market as client'sare prepared to go further afield for a specialist than they would for a general agency. So, instead of just having a local market, when you specialize you actually expand to a national or international market.

DIFFERENTIATING YOUR SERVICES

In today's competitive business markets, all experts agree that it is essential to differentiate your business in order to build a successful company. This will be discussed in more detail in part six of this mini-course and on page 39 of the free report but here is an introduction.

The way to differentiate your services and set yourself apart from your competitors is by:

Packaging your services, targeting a specialist niche market, setting your own pricing & territory, developing a powerful marketing message and creating unique content and information products.

MULTIPLE MARKETING & REVENUE STREAMS

These are the methods you use to promote your business and generate qualified sales leads. What is important in a marketing plan is to be able to generate sales and prospects from many different sources and methods. So if one approach becomes less effective, the other methods will continue to produce results minimizing the impact on your business. As most of your prospects will be referred to your website, it's important that your marketing plan and business development system work well with all the most effective marketing approaches as described in the marketing section of the free report.

However, it is extremely important that you use credibility marketing in conjunction with these methods. That means you attract these prospects with the offer of a free report or informative articles that get them to give you their contact details so you can follow-up ... whether that be by email, post or phone. You would then continue to send your prospects educational content about the problems your solutions offer until they are ready to buy. Then, with your packaged solutions that solve this target market's most compelling problems, you will be the obvious choice without having to make any hard sell.

PERSONALLY MENTORED TRAINING

Business development goes hand-in-hand with training. Any business development system needs to be taught to those who are going to apply it. From experience, we have found that turnkey systems that just provide a training manual or course are not a very effective way of teaching a system.

By far, the most powerful approach is personalized mentoring. This means an experienced mentor who will take you step-by-step to building a successful business. You should get the guidance and advice you need and have someone there to answer all your questions.

The power of this type of training is proven and cannot be beaten in terms of effectiveness. When starting a new business you will have all sorts of doubts and questions and making a small mistake at the start could create significant problems later on. Having a mentor to guide you on the right path is a time-tested route to success and has enabled people who were previously unsuccessful to finally achieve the results they wanted.

THE MOST POWERFUL BUSINESS DEVELOPMENT SYSTEM

All of the above are components of our business development system as shown on page 20 of the free report. There you will see an outline for this highly effective business development system developed by MyWebAgency.com. It contains all the above elements and is one of the most powerful systems for building a successful internet consultancy:

The training and business development aspects of the MyWebAgency.com opportunity are provided via the personally mentored Web Consultants Protégé Program ... the most effective step-by-step system for building a 6-figure consultancy business. 

This is a very powerful program that is unique in that it was developed specifically for the internet consultancy industry. We honestly believe that anyone of average intelligence and abilities who applies all the steps of this program just cannot fail to build a highly successful internet consultancy with six-figure income potential.

Tomorrow, we will cover the next vital ingredient, which is support and management of your business.

If you can't wait until then you can view it HERE: 

Regards,
MyWebAgency Support
Digital Media Solutions Ltd

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