Business Development

IMPACTIMPACT

Federico Postorino Business Development Manager

TABLE OF CONTENT

NEW BUSINESS DEVELOPMENT:

▪Targeting audience

▪New customer’s qualification

▪Client sales visits

MY APPLIED EXPERIENCE:

▪Successes and failures

▪StrengthsStrengths and weaknesses

UNDERSTANDING MY TARGET AUDIENCE – MAPPING

▪ WHO ARE MY CUSTOMERS? Defining their common characteristics

- Selection of key customers - Consulting and studying their web site (collect information)

- What kind of products/services they already bought (analyse PO history)

- Which industrial segment? (Consumer Electronics, Medical, Telecommunication, Space, Avionics, Military, Energy….)

- MEET WITH THEM ASAP

TARGETING MARKETS AND BUILD CUSTOMER PROFILE

POTENTIAL PROSPECT'S QUALIFICATION

ACTIVELY LOOKING FOR THE NEW POTENTIAL CUSTOMERSNEW POTENTIAL CUSTOMERS

-Internet researches: Google key words, online directories, Industry associations, databases directories, forums….

-When a potential prospect is identified it is time to get in touch with:Cold calling approach to establish a first contact (building relationship)

-Identifying the decision maker (get direct mail and direct phone ext.)

-Naturally starting the sales process by:Relating - questioning - active listening - positioning - validatingAiming to arrange the first visit - Exploring new business opportunities

MARKETING STRATEGIES IS A SERIES OF INTEGRATED MARKETING STRATEGIES IS A SERIES OF INTEGRATED ACTIONS LEADING TO A SUSTAINABLE COMPETITIVE ACTIONS LEADING TO A SUSTAINABLE COMPETITIVE ADVANTAGEADVANTAGE

THE ONLY WAY TO GAIN NEW CUSTOMERS IS TO GET OUT THERE AND LET MY POTENTIAL CUSTOMERS KNOW I EXIST

A Constant never ending NETWORKING strategy

▪Web and Social Media (Web site, Linkedin, Twitter, Facebook)

▪Attend conferences, exhibitions, Events, to see and to be seen

▪Cold calling activities – prospecting - relating - arrange appointment

▪Conducting regular Clients Sales Visits

▪Always follow up, stay close to customer as much as possible

IF I DON’T TAKE CARE OF MY CUSTOMER, SOMEONE ELSE WILLIF I DON’T TAKE CARE OF MY CUSTOMER, SOMEONE ELSE WILL

MY BIGGEST COMPETITOR IS THE STATUS QUOMY BIGGEST COMPETITOR IS THE STATUS QUO

FOCUS ON CLIENT SALES VISIT• Be prepared. Power of Questioning in order to reveal customer reveal customer

needsneeds, and develop their awareness of the need of my products and services.

• Present my product and Company’s futures in the form of solutions that benefit the client, solve their problems, being a resource not just a salesman

• qualifying new business opportunities: • Opening –Relating – Questioning – Listening – Positioning - Checking

• Flawless and persistent follow up (aiming to next sale stage)• Transform interest into business via effective closing behaviors

SUCCESSES AND FAILURES/STRENGTHS AND WEAKNESSES

Successes

▪Numbers of new accounts opened (135), which turned quickly into company’s profits

▪Annual contract Molex part Wire-to-Wire Plug Housing $32k GP

▪Annual contract for Led Chip 5050, cross reference of an obsolete one $46k GP

▪Customers retention

▪In ER (Ireland) I’ve trained a multilingual sales team with rewording achievements

Failure

▪Putting too much expectation on a single sale

▪A miscommunication about a delayed delivery

STRENGTHSSTRENGTHS

▪ Business acumen, entrepreneurial mind set

▪ Strong negotiator and closing skills

▪ Natural Hunter

▪ Strong building relationship - Networking skills

▪ Self starter, strategic thinking, target oriented

▪ Collaborative style – consultative and analytical sales approach

▪ Stubbornness

▪ Demanding

▪ Greedy

WEAKNESSESWEAKNESSES My areas of improvements

THE IMPORTANCE OF A GOOD WEB SITE▪ A website is the most powerful marketing strategy

Reaches an extremely wide audience 24/7- First, attract prospective clients SEO- Second, provide useful information to those prospects. - Share the products database and technical specifications.

- Friendly and easy navigation- Keyword targeting, site structure, page content, linking strategy Excellent Product Navigation and Browsing with effective search engine

MY BIGGEST MY BIGGEST COMPETITOR IS THE COMPETITOR IS THE STATUS QUOSTATUS QUO

Federico Postorino New Business Development Manager