What Next?
This first part of our business development strategy is depicted in Figure 8-3. In summary, you call the person you were targeting and get an appointment. You use your basic script to do this. Once you get the appointment, you send a confirmation e-mail (Figure 8-2). You also call one day in advance of your appointment to confirm.
Figure 8-3. Business-Development Strategy—Part One.
Ultimately, you will go on a meeting, develop a proposal for the prospect, and either win or lose a sale. Please note that a proposal need not be a lengthy document as is often associated with the work proposal. A proposal can be a lengthy proposal document ...
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