Some basic new business generation rules :

Are there any rules to new business generation?

Yes – we believe there are several:
Work Rate – there is no doubt in our opinion that the more work you do the more likely you are to be successful.

In very simple terms we relate a new business generation role to that of a bricklayer – the more bricks that a person lays the more money they are likely to get paid.

Working eight hours a day rather than four will increase your chances of generating more new business.

The second rule concerns using your head rather than your heart at the start of the process – going off at 100 miles an hour with little or no preparation is unlikely to produce anywhere near as much new business as thinking the whole thing through from conception.

What type of client, company or consumer are we looking for? Where are they? Who will we be competing against? What do we, or should we charge? What are our usp’s? Etc, etc.

Rule three relates to opening pitch and call scripts – it is extremely important that we know how to start the new business generating process and that involves introducing ourselves in a professional and courteous manner. Once we have started the process it is then important we know how to move the conversation or business opportunity forward.

From here you need excellent verbal and communication skills being able to recognise sales or business opportunities as any conversation or discussion moves forward.