In many small business professional service models, the folks who deliver the services are also responsible for business development.
 Most people like to DO the work, much more than they like to GET the work. And the ones who SUPPORT the work like finding work even less. This “do work, get work, support work” description of service businesses is a boiled down version of a concept taught to me by a business associate of mine: Kathy Krisher.Â
 I’ve also heard it described as a “Finder, Minder, Grinder.”
 So what tools should a Grinder or a Minder use to help the Finders in the business? Here are a few that I would suggest:
- a strong 30-second elevator pitch that focuses on the target market benefits
- hand written business notecards sent to direct contacts
- a plan of referrals with a focus on “WIIFM” (What’s in it for me)
- an easy way of making the first contact with no obligation
- consistent and constand networking
 Don’t forget to check the weakest link in the chain for new business development: When we have an intern in our office, one of the jobs they are assigned is to answer the phone. It’s not that answering the phone is hard, but knowing what to do after someone responds can be very hard. We made a script for the intern to follow and then did role playing so they were comfortable with various scenerios… especially a potential new client! One thing I learned early on, if the person on the other end seems a little hesitant and not sure what to ask or who to ask for, BE EXTREMELY NICE. The caller is probably a new business lead!Â
 What tools do you use to help your customers/clients find out about how you can help them?
One tool we have found valuable to helping prospects identify what they may need is an easy checklist of how to use our services.Â
How do you think a checklist might help you as one of your marketing tools?
