Further Developments in Business Development

when we left off in june, we were discussing business development, and i plan to continue here today.

the last topic touched on had to do with how to react after you have done the following: 1-scheduled a meeting with a prospect 2-gathered information on what services that person needs 3-showed her how you could provide that and 4) asked for the assignment

we all know what to do next if the prospective client says 'yes': say 'thank you for the assignment, it will be an honor to help you with that' and then get proactive.

but what to do if the answer is 'no'?

a recent very popular book 'the four agreements' by miguel ruiz speaks to this in agreement #2. Don't Take Anything Personally--Nothing others do is because of you. What others say and do is a projection of their own reality, their own dream. When you are immune to the opinions and actions of others, you won't be the victim of needless suffering.

i interpret this in the following manner. of course, you will take the rejection personally. it is unavoidable. that is the primordial emotion. but we must educate ourselves past that with ruiz' important observation about the true nature of the interpersonal universe. i will go on to say that this interpersonal universe is a mysterious place that knows no centers. by that i mean, it is only my deeply flawed illusion that tells me i am the center of this world.

how does this guide the lawyer or service professional who has gotten over all his misgivings about 'sales' and taken it upon himself to make his own good fortune? it means that she will take note of the fact that she got as far as the meeting, and gained valuable information not only about the prospect's business but also about their competitor's businesses (i.e. potential clients), and she will go back and further research the company and industry for legislative changes that will impact them. she will then contact that person regularly with the results of this research and will continue to speak to and interact with this person for the foreseeable future...

more later