How can you innovate your business development?

By Laura Morrison, Your Telemarketing
As businesses look to the future, now is the time to consider your ‘new’ sales process.

Published in Suffolk Director Magazine Autumn/Winter 2020

There is no doubt that the pandemic has affected all of us, both as individuals and as employees or employers. The landscape of business immediately shifted when lockdown forced the majority of businesses to work from home where possible, staff were furloughed, and in some cases redundancies were unavoidable.

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It’s what we do now that will get businesses through this storm – leadership, resilience, adaptation and innovation are key, but equally importantly collaboration and community.

So how do businesses move from surviving to thriving again?

Marketing and business development remain critical, and even more so when budgets are cut and cashflow is tight. It is vital that we maintain momentum by adapting our approach and communicating to clients and prospects with empathy.

Our marketing strategy needs to be agile and adjust to continuing changes.

Talk to your current clients. Understand how their business has shifted and what their new requirements may be. Work with your clients, modify to their needs. Focus on the customer experience, not simply more sales.

Tuning into the current environment is pivotal. Relationships are key and need to be nurtured. As well as being empathetic with offers of support, communications and messages need to offer advice, guidance and good news stories.

But marketing must continue. And sales must be done. Taking the time to review your strategy and re-imagine your business development will deliver improved results. Consider whether it remains suitable for your target audience, or does it need to be changed or altered when you take into account the last few months. Experience counts, so talk to experts and consultants, and be guided by them. Dedicated professionals remain current with transformation in their own field just as you will in yours.

Marketing tactics aren’t that complicated.

There are only a fixed number of them. Some have stopped altogether – exhibitions for example, and others have adapted like networking becoming virtual. And long forgotten methods such as direct mailing are experiencing a resurgence as a way to differentiate. Digital marketing remains imperative to any successful campaign.

In our line of work using the telephone to connect, the initial impact of COVID-19 was huge. It was surprising how many medium to large businesses become uncontactable as soon as everyone was working from home. However, there has been a significant shift back to the office, especially from the beginning of September and contact rates are again on the rise.

Statistics haven’t changed though. It still takes 8-12 touches for a prospect to become a client. Which is why an innovative, integrated marketing strategy is so important to success. Indeed, it is also true that not all strategies work all of the time. So, having multiple activities running at the same time will avoid your sales pipeline drying up completely.

Success will come from a resilient cohesive team, active partnerships that support each other not only with specific deliverables, but with a shoulder to lean on, a listening ear, and through recommendations and testimonials attributed to great work.

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Laura Morrison is Founder and MD of Your Telemarketing. For a free consultation contact: T: 01284 332506 or visit

Photos by Simply C Photography

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