The Business Developer profession is one of the jobs with the strongest annual growth (+14% of offers available on job sites in France). In this newsletter, discover the 7 essential steps to sign for each customer appointment!
The Business Developer profession is one of the professions In addition to strong annual growth (+14% of offers available on job sites in France).
If this job doesn't mean much to you, it's certainly because in French we often talk about” b2b sales representative ” in the” Tech ” or in the” Digital ”. Concretely, he is responsible for develop turnover of an innovative company using resources... Just as innovative!
As inflation falls and the economic outlook brightens, 2024 is shaping up to be a big year in terms career opportunities. And the jobs in Sales & Business Development are among those offering the most rapid changes.
To help you in your thinking, here are the 7 key missions Business Developers that they need to excel at.
Get ready to dive into the heart of sales success! Discover our Sales & Business Development Bootcamp program and transform your professional future.
Let's start by looking at how to build a relationship of trust in a world that is increasingly focused on virtual interactions.
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As a (future) Business Developer, you should be aware of the crucial importance of each customer appointment. Let's explore together the 7 essential steps that will lead you to success:
1 - Prospecting
⚡️ Identify the right potential prospects and contact them to get an appointment.
Targeting your prospects well is crucial. You need to identify businesses that have a potential need for your solution. Use different techniques to prospect, such as email campaigns, networking, telephone prospecting, trade shows, etc.
To be successful during this stage, consider preparing a good sales pitch. One sales pitch is a strategic presentation to highlight positives of a product or service in order to push a prospect to buy.
The start of a customer appointment is essential. Create a bond with the interlocutor to obtain a relaxed atmosphere and ensure their trust. Following this first contact, the Business Developer enters the phase of finding. He then checks the previous information about his customer, for example with the QQOQCP method.
⬇ Download the QQOQCP method PDF
2 - Qualification
⚡️ Determine if the prospect is a good candidate for your solution.
Once you get an appointment with a prospect, it's important to qualify them. This will allow you to determine if the prospect is a good candidate for your solution. Ask questions to assess their needs, goals, and budget.
To be perfectly comfortable with your prospect, you must respond to each of their objections. Our suggestions:
👉 Think about what questions he might ask;
👉 Analyze his previous exchanges;
👉 Prepare accurate and compelling answers.
3 - Identification of needs
⚡️ Understand the needs of the prospect in order to offer him an adapted solution.
Identifying needs is the most important step in the B2B sales cycle for a Business Developer. It is a question of understanding the needs of the prospect in order to offer him an adapted solution. You should ask him open-ended questions to get him to express his needs. Use the qualification method BEBEDC.
tip 💡 : it is a considerable bonus to know this method when selection interviews to join the Akimbo Bootcamp.
4 - Presentation of the offer
⚡️ Present your solution to the prospect and explain how it meets their needs.
It's the famous” customer demo ”! Once the needs of the prospect have been clarified, you can present your offer to them. You should explain how your solution meets their needs, which you will ideally have quantified.
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To successfully complete a customer appointment, take into account at least 3 elements:
👉 An interview framework : how do I retrieve the required information? In what order should the questions be asked?
👉 An argument : isolate the advantages of your solution, the benefits that their prospect will derive from it. To do this, use the CAB method (see below).
👉 Concessions and alternatives : the concessions you are ready to make (ex: Tariff discount), but also the various parallel or alternative offers that it will be possible to offer (e.g.: terms of payment).
5 - Handling objections
⚡️ Respond to the prospect's objections to reassure them.
Your prospect is bound to have objections. Get ready to answer them. Use a variety of techniques to deal with objections, such as rephrasing, active listening, or arguing.
To help you, for example, you can use the ACRAC method.
⬇ Download PDF of the ACRAC method
6 - Closing
⚡️ Closez the sale by validating the intention of the prospect.
Closing is the stage where you get the consent of the prospect. Use different techniques to close the sale, such as social proof, urgency, or limitation.
Our team has prepared a blog post to better understand the subject of Closing.
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7 - Customer loyalty and follow-up
⚡️ Build customer loyalty and offer additional products or services.
Once you've completed the sale, the cards are shuffled. Customer follow-up makes it possible to retain them and to offer them additional products or services.
Why? The relationship maintained with its customers is a nerve center of any business strategy. The stronger this relationship is, the more it creates a solid barrier to competition. It's the Loyalty.
This statistic is unstoppable: it is 7X cheaper to keep a customer, than to acquire a new one.
It is a long work, which accompanies the entire sales cycle to satisfy the customer as much as possible. Find all your answers thanks to our 5 tips for customer loyalty.
Has this information piqued your curiosity? To help you better understand the philosophy and values that drive the Akimbo team, we invite you to come and meet us.
In a week, we invite you to a exclusive in-person event to share with you even more information about our approach.
Kimia and Marin will welcome you and present the jobs that are recruiting in Sales & Business Development in Tech. Knowing the job market and the expectations of recruiters perfectly, they will allow you to take a step forward in your understanding of Tech.
FEBRUARY - A SESSION THAT FILLS UP QUICKLY
Intrigued by our approach and the jobs in Sales & Business Development? Akimbo trains individuals in the best sales methods in a Tech environment. 7 weeks of training practical to acquire all the skills to excel in a Business Developer role.
Thanks to all our efforts to ensure that you get a permanent contract, the Program relies on a clause ” Hired and reimbursed ” unique in Europe:
You are reimbursed when you get a permanent offer within our 250+ partner startups (Like 88% of Akimbers over the last 12 months), or if you were still in research 12 months after the Bootcamp. The employment rate for Akimbers at 12 months? It is 100%!
Apply now for the next Bootcamp session: the session is filling up and selection interviews are taking place several times a day. Do not delay! 👇
Info 💡 : there is a mandatory 3-week deadline before the start of the Bootcamp if you want to mobilize your CPF for financing.
NEXT BOOTCAMP: FEBRUARY 19, 2024
For all your questions about Akimbo, the team agenda is available below. And don't forget: we are available to answer your questions in order to launch your future career as a Business Developer.
