Hunting for new blood
Right – existing revenue’s shored up. Last week we concentrated on existing customers. We fed the goose, listened hard, and hopefully dragged a colleague into a meeting or two. This week, it gets harder.
We move on to fresh meat. And by meat, we mean lovely new customers with lovely new budgets. To be clear – no customers will be hurt during this hunt.
But here’s the good news: you’re not starting from zero. You’re already surrounded by opportunities – if you’re willing to mine your network methodically.
#1. Mine your contact goldmines
Your network is way bigger than your Outlook suggests. In fact, it’s probably enormous. So, before you panic about “new business development”, take a good look at what’s already in front of you.
The visual below is a memory jogger for all the potential places new work can be hiding. As you can see, it’s not just about cold targets.
To capitalise on your extended network, set yourself a weekly challenge. Pick three different categories above, and send three message in each. You’ll be surprised what comes back.
#2. Prioritise like a pro
Not all contacts are created equal – and you can’t take everyone to lunch. So, give yourself a system.
Try the trusty ABC method:
- A = High potential, warm relationship.
You’d be surprised if they didn’t send something your way this year. - B = Decent potential, moderate relationship.
You need a few touchpoints to warm things up. - C = Cold or dormant.
They’re staying on the Christmas card list, but let’s not get carried away.
Work the A list with a laser focus. Drop into the B list regularly. Keep the C list warm with occasional pings, invites, or content shares.
And no, you don’t need a CRM. You just need a spreadsheet, a reminder, and a routine.
#3. Block time – and work the rhythm
Sales and business development rarely happen because the universe aligns and your inbox clears. It happens because you make it happen.
Getting into a consistent rhythm is critical. Our recommendation? Set aside two 30-minute blocks per week:
- One to reach out
- One to follow up
That’s it. That’s the entire system. It really doesn’t need to be more complicated than that. The most important thing is to treat these two blocks as sacrosanct and not let anything get in their way.
Reuse templates. Personalise the first two lines. Send. Move on.
If you want to go wild, call it your “BD Hustle Sheet – Q2”. You might even get addicted to ticking things off.
Final thought
You don’t need a 10,000-person mailing list or a podcast. You need to show up, speak up, and follow up – consistently.
Because the next customer is already in your phone. You just need to call them.
