When I embarked on my career in sales and marketing back in the early nineties, there were 2 ways to approach business development: a) lift the phone and cold call or b) get out there and schmooz that Rolodex list of contacts. It was fairly cut throat and you just had to get on with it if you wanted to do business.
These days, thanks to new technology, I have more options and more tools at my disposal to get the job done (it’s still cut throat mind you!). Take Social Networks for example, its easy to find like minded professionals, prospects and old colleagues or business partners in Facebook or LinkedIn. Simply add them as friends and keep in touch to enhance your network and identify new opportunities.
I spent this morning networking and only lifted the phone once: I confirmed a meeting using Facebook, I organised another with Skype and I chatted with a prospect I bumped into in a chat room. How cool is that? I am not saying that you don’t need to lift the phone anymore (you do!) but you should be using every tool at your disposal to facilitate the business development process.