With any project, venture or business endeavour I tend to follow the same 3 phase framework that has worked the best in my career so far.

Phase 1

- Define ideal customer profile
- Create target account list

Phase 2

- Find the mobilisers that can create change*
- Alter any mental models that are blocking progress

Phase 3

- Create a value proposition to close the deal

Considerations (but not limited to)

- Target Company size
- Active Industries
- Complementry tech being used that could rule us out
- Existing available CRM data
- Why have businesses used us in the past?
- How have those customers come to work with us?
- Our USP's around what the target account needs (not just what’s on offer)
- ROI calculator
- Speed of delivery
- Whats in it for the customer?
- Focus on customers desired beahviour
- SWOT for us and competition.

*Methods for finding mobilisers

I am a huge proponent of keeping things simple and sticking with what works. Most of my dealings are done in three main settings; over the phone, via email or face to face meetings. Although I can appreciate the power of social media my greatest achievements (so far) have all come from a single cold call or meeting at an event.

Sounds good?

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