visibility. In professional services, business developers (or “rainmakers”) sell their expertise, their own and that of their peers. . To be effective, this expertise must be visible to target audiences. They may attend conferences and other networking events, the offline activities of baby boomers and Gen Xers.
But increasingly, they also need to engage in online activities.Rainmakers increase their visible expertise online by posting educational content and gaining exposure for their mastery of a market or discipline. In doing so, they expand their reach and employee email list accelerate their personal brand. These online techniques are changing the face of business development.In the past, a good business developer could develop a referral network and that network could support a career.
Today, not so much! Today's network has a much greater reach. From our SEO marketing research, we know that there are three types of referrals:References based on experienceReferences based on expertiseReputation based referralsThe traditionalist (baby boomers and, to some extent, Gen X) relies on experience-based referrals, referrals from those who have worked with the company.Thanks to online searches and the ease of connecting with others outside of your immediate circle, the other two types of referrals have skyrocketed. Buyers can now find