W hether you are a new owner trying to perform Business Development Associate (BDA) duties on your own, a new BDA, or a seasoned owner with a BDA on staff, the most frequently asked question is, “What exactly are the duties of a BDA?” The first and most important responsibility of a BDA is to bring in revenue and keep the crews working. In layman’s terms, sell jobs! As easy as that may sound, however, it can take on many faces. Selling a job or getting a referral can be as simple as being in the right place at the right time. It can also mean: Basic Responsibilities of aBusiness Development Associate (BDA)
By Craig Cox
• Two percent of sales are made on the first contact. • Three percent of sales are made on the second contact. • Five percent of sales are made on the third contact. • Ten percent of sales are made on the fourth contact. • A whopping 80 percent of sales are made between the seventh and twelfth contact! Remember, it takes repetition and persistence to develop professional relationships and to gain trust. After you have made a contact, enter that contact in your FUSION CRM using the FUSION App. If you’re not sure how to effectively use FUSION, first refer to Next Gear University and the how-to videos inside the FUSION Help tab. If after those trainings you need more personalized assistance, reach out to your Franchise Consultant. There are some very easy- to-use shortcuts in the FUSION App that can make keeping a good diary of contacts simple. By saving your notes from your meeting with a potential client, they will always be there to review before your next meeting with them. Detailed, quality notes on each visit will also help you discover what entices that client to refer you work and help you to establish a relationship. Getting Back to Basics • Create and maintain contacts (between 264 and 440 per month). • Keep your FUSION Contact Manager accurate and up to date with quality notes. • See people daily and tell the Rainbow International story. • Sell jobs! There you have it, the secret to success: Keep asking questions, keep solving problems for clients, keep learning and keep selling. Go forth and prosper!
• Spending time researching potential contacts • Learning the hierarchy of a company • Figuring out the referral process • Identifying the person with the correct authority • Determining the needs of a potential client • Deciding out how to provide for those needs.
The most basic task is to see people! Speak to everyone you meet. Tell the Rainbow International® story. Share the “Code of Values.” Tell them about being the “heart specialists of the construction industry.” An effective BDA will use FUSION to route their clients and potential clients and to keep notes from those meetings and conversations. The goal is to see between 12 and 20 people each working day of the month to tell the story. At 12 people per day multiplied by 22 working days per month, you should have a list of 264 potential clients you see each month. If we boost that number up to 20 people per day, you’ll have 440 potential clients. Remember, sales is a numbers game – the more potential clients you see, the more jobs will be produced. Don’t forget – it’s not all accomplished on the first visit. Statistics show 48 percent of salespeople never follow up with a prospect. Twenty-five percent of salespeople make a second contact and stop. Twelve percent of salespeople make three contacts and stop. Only 10 percent of salespeople make more than three contacts. Let’s follow that up with these facts:
“Remember, it takes repetition and persistence to develop professional relationships and to gain trust.”
20 STORMSURGE TM | E1:2017
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