How good Business Development People handle initial conversations

Best Business Developers treat initial interactions with a prospective client as fact-finding missions rather than a pitch.They focus conversation on 5 things

What is your company's mission? Ask why they do what they do. What value does the company seek to deliver to its customers? If its mission statement doesn't define these important points, help them craft a better one.

 What are your customers' needs? Think emotional needs as opposed to rational needs, to help formulate better marketing campaigns. For every emotional need, Teitelbaum explains, there is a message that will encourage customers to take action.

Who are your top competitors and why? Defining the competition helps companies better define themselves—and determine how to distinguish themselves in the marketplace.

What are the unique ways your business can satisfy your customers' needs? Building on the last question, companies can further define their "unique DNA" by focusing on the ways they alone can meet their customers' demands.

How will we know if we're successful? Make sure there is a mechanism in place for measuring results for every campaign. If it can't be measured, Teitelbaum concludes, "it's not worth doing."