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Four Steps to Growth With Limited Relationship Capacity
As the manager detailed that his business development efforts were not meeting his expectations, I asked him how many people his reps could handle at a time. He looked puzzled—then his eyes lit up. He got it. It was simple math. Advocace’s research shows that a successful business development representative can have about 17 active accounts per month. During the fourth quarter, the number might go up a bit, but it will go down about the same amount shortly thereafter as the active account count regresses to the mean. Growing 17 active accounts So, how do you make the most of those 17 accounts? - Have a deep relationship with prospects and clients. Find out the real issues they face and provide a solution with your products and services.
- Grow your average customer spend. Ask prospects to participate in new promotions and increased service levels. Offer something new to each account each month—even those who make an annual commitment with you.
- Pay attention to them. Change copy when their needs change. Look for opportunities to visually grow their business.
- Ask for annuals. Ask your clients for 52 week base commitments. When they are in front of your audience throughout the year, they can be there when your audience wants their product or service. And neither of you will waste time re-selling each other month after month.
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I am the President and Co-Founder of Advocace Media, the largest organization dedicated to helping Christian non-profit organizations grow business and donor income.
I began working in the advertising and media business during college years. After college I pursued but did not complete a Masters of Divinity program. I discovered that many churches and non-profits were attempting great things and I wanted to help. Organization leaders were so busy with administrative issues that the volunteers had an opportunity to engage the community. I fell in love with cause-related work. Years later, Phil Bandy and I started Advocace to help non-profits fund their vision.
Although I love working with people in non-profit organizations, I love my wife, Paula and my children far more. We live in a suburb of Dallas, Texas--close to where I spent my childhood.
My blog covers topics from leadership to management to media. I write about non-profits and their impact. I write about businesses and the way they can impact the culture.
You can subscribe to my blog via RSS or email subscription below.
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About Paul Martin
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I am the President and Co-Founder of Advocace Media, the largest organization dedicated to helping Christian non-profit organizations grow business and donor income.
I began working in the advertising and media business during college years. After college I pursued but did not complete a Masters of Divinity program. I discovered that many churches and non-profits were attempting great things and I wanted to help. Organization leaders were so busy with administrative issues that the volunteers had an opportunity to engage the community. I fell in love with cause-related work. Years later, Phil Bandy and I started Advocace to help non-profits fund their vision.
Although I love working with people in non-profit organizations, I love my wife, Paula and my children far more. We live in a suburb of Dallas, Texas--close to where I spent my childhood.
My blog covers topics from leadership to management to media. I write about non-profits and their impact. I write about businesses and the way they can impact the culture.
You can subscribe to my blog via RSS or email subscription below.
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