If you work for a business, you’re involved in business development.
You have relationships that provide value to clients, co-workers, teammates, neighbors, family members, and friends. You never know who in your life might end up being a business prospect, client, referral source, or confidant. From executives to individual contributors and BDRs to HR reps, everyone helps develop the business they work for while also developing their future professional relationships.
Regardless of your position, I’ve come up with six actions to keep in mind in your everyday life. The first two actions are more self-reflective while the final four are relationally focused. These can apply to conversations with your team, a client, or a prospect, though some have more practical applications in sales.
Each of the six actions has three tangible ways to practice. The eighteen practices are designed to help you establish & build relationships, grow personally and professionally, and identify & qualify prospects for the unique solutions you personally and your organization provide.
1. Learn
From sales and business books
Gain an understanding of why and where to improve and how to spend your time if biz dev is of interest to you. Audiobooks count–and sometimes have extra valuable content from the authors. Here are a few to get you started:
- Never Eat Alone by Keith Ferrazzi
- How to Win Friends & Influence People by Dale Carnegie
- How to Talk to Anyone by Leil Lowndes
- 41 by George W. Bush
- Giftology by John Ruhlin
From podcasts
Podcasts are perfect for current insights and practical tips from industry leaders that can help you grow both personally and professionally. You don’t have to listen to every episode of a show. Taking 15 minutes to find 10 episodes from various podcasts to listen to over the next month can be a huge asset to your development–and that of your business.
A few of my favorites are:
- What’s News from the Wall Street Journal & Up First from NPR (both daily)
- The Prof G Pod with Scott Galloway
- Open Book with Anthony Scarammucci
From LinkedIn
Follow thought leaders in your industry. Their posts can provide valuable insights and trends that can help you stay ahead. Engage with their content by commenting thoughtfully, which is an easy way to help build your network and visibility. LinkedIn newsletters are also taking off and finding the right leaders to learn from can offer up-to-date learnings you can’t find anywhere else.
2. Think
About your strengths
Reflect on what you do best. What do you bring to relationships and to your business that helps progress it forward? Whether it’s problem-solving, building relationships, or thinking creatively, explicitly identifying your strengths can help you actually use them in interactions.
About your opportunities for growth
Identify areas where you can improve. Maybe it's better time management or becoming more comfortable with public speaking. Acknowledging these areas opens up the potential for personal and professional growth.
About who you would like to work with and why
This will allow you to narrow down prospects and develop a list of your top five. Focus there, spend some time putting a strategy together, and reach out to a business developer for any questions on tactics or entry points.
3. Listen
To the other person’s questions
The questions someone asks can reveal a lot about their priorities and concerns. Are they focusing on cost, timeline, or quality? By listening carefully, you can tailor your response to address what truly matters to them, making your solution more relevant and appealing.
To what the other person isn’t saying
Pay attention to body language and tone. Sometimes, what’s left unsaid is more important than the words spoken. Are they hesitating? Do they seem uncertain? These non-verbal cues can tell you a lot about their true feelings and concerns.
To their stories and experiences
When someone shares a story or past experience, they’re giving you a glimpse into what they value and what challenges they’ve faced. By acknowledging their experiences and reflecting on them in your conversation, you demonstrate empathy and understanding, which strengthens your connection and builds trust.
4. Be
Interested(ing) & in-the-moment
Conversations are two-way streets. Engage fully with the person in front of you. Ask questions that show you care about their perspective. This builds rapport, helps you learn more about them, and allows them to feel heard.
On the flip side, conversations aren’t interviews. Too many questions make it uncomfortable and we generally don’t like to leave a conversation feeling like we didn’t learn anything about the other person because we had to answer questions the whole time. So tell your own stories, make connections, and find common ground.
Passionate & yourself
Don’t be afraid to let your enthusiasm show. Passion is contagious, and when you’re genuinely excited about something, others will be too. Just be sure to stay authentic—we can spot phony excitement and it can create a wedge between us.
Pleasant and thoughtful
Not every relationship becomes a formal business connection and not every prospect becomes a customer. That’s okay. But people remember how you made them feel so even if you weren’t offering the solution they wanted at the time, they might remember that enjoyable conversation when they--or someone they know--needs your support in the future.
Consider time. No one likes to be on the receiving end of a Midwest goodbye. In business situations, honor the time allotted for the conversation and don’t push people beyond their limits in time (or topics covered).
5. Remember
Names
I’ve heard it said our favorite word is our own name. When you remember someone’s name, it shows that you value them as an individual. Make a point of using names in conversation, and you’ll create a stronger connection.
To always follow up after an interaction
A quick email or message after a meeting can go a long way. It shows that you’re reliable and that you value the conversation you have. Even a small follow-up can keep you top of mind.
To follow through on any promises made
Whether business-related or social, if you said you’d send over a document or make an introduction, do it. Follow-through builds trust and credibility, which are crucial for long-term relationships.
6. Help
Guide them to a solution
If what they need isn’t something you offer, don’t be afraid to point them in the right direction. This shows that you’re genuinely interested in helping them, not just making a sale.
Make introductions that will add value
Connecting people in your network who can benefit from each other is a great way to build goodwill. It’s a simple way to provide value and strengthen your relationships.
Get them to a place of comfort
Whether it’s a tough conversation or a sales pitch, make sure the other person feels at ease. This could be as simple as meeting at a convenient location or taking the time to listen before diving into business.
Luck and Curiosity
Quality self-reflection and meaningful conversations don’t just happen. Jesse Itzler talks about putting yourself in situations where luck can find you.
“Luck doesn’t happen on Sunday night watching the Kardashians on your couch. It happens when you put yourself in an environment where the universe can reward you for being there. And then you have to be good at what you do and take advantage of it.”
So go and put yourself in environments where you can get rewarded for being there. Find and build relationships where you can have quality conversations that grow you as a person and as a businessperson. For some people, slowing down enough to reflect on what you’re good at and where you need to improve is that environment to put yourself into for an hour or two.
And, for yourself and others, always remember what Ted Lasso said in the dart scene from season one, quoting Walt Whitman: “Be curious, not judgmental.”
