What Does “Courting Business” Mean?
Courting business is the process of identifying your target market and getting prospects to want to do business with you.
Courting business is a highly structured activity with many well-known written and unwritten rules. Many individuals whose positions require them to generate revenue have never been exposed to what it takes to court business. Because of this lack of knowledge, they remain focused on their areas of expertise and dedicate less time to the relationship development process.
I often hear professionals who are responsible for maintaining business say, “Courting business is not my responsibility. I am on the receiving end—I step in after our salespeople close the business.”
Wrong!
Whether your ...
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