Kickstart Your Success: 10 Momentum-Building Strategies for the New Year

Kelly Kennedy: 00:01:30

Welcome to this special Christmas episode of the Business Development Podcast.

Kelly Kennedy: 00:01:35

And today we're talking all about momentum and 10 tips specifically to help you kickstart the year for success.

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Stick with us.

Kelly Kennedy: 00:01:44

You are not going to want to miss this episode.

Mark Cuban: 00:01:48

The great Mark Cuban once said, business happens over years and years.

Mark Cuban: 00:01:53

Value is measured in the total upside of a business relationship, not by how much you squeezed out in any one deal.

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And we couldn't agree more.

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This is the Business Development Podcast based in Edmonton, Alberta, Canada, and broadcasting to the world.

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You'll get expert business development advice, tips and experiences and you'll hear interviews with business owners, CEOs and business development reps.

Mark Cuban: 00:02:24

You'll get actionable advice on how to grow business brought to you by Capital Business Development, capitalbd.

Mark Cuban: 00:02:32

Ca.

Mark Cuban: 00:02:34

Let's do it.

Mark Cuban: 00:02:35

Welcome to the Business Development Podcast.

Mark Cuban: 00:02:39

And now your expert host, Kelly Kennedy.

Kelly Kennedy: 00:02:43

Hello.

Kelly Kennedy: 00:02:43

Welcome to episode 197 of the Business Development Podcast.

Kelly Kennedy: 00:02:51

It is my absolute pleasure to kick off our very first Christmas episode.

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My gosh, guys.

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Merry Christmas to all of you.

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Happy holidays.

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To anybody who does not celebrate.

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absolutely incredible year in: 2024

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It's super, super cool to have an episode launching on Christmas Day.

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What a present, huh?

Kelly Kennedy: 00:03:18

What an honor.

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I am, I'm super psyched and super happy that I can, I can be out here on Christmas Day for you all.

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I hope you all have an incredible day, an amazing day with friends and family, and hopefully very, very little work.

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We have lots of time for that.

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Another day in.

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In a really fun twist, this year, we actually have another show releasing on New Year's Day to kick off the year.

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So it's just a, a couple weeks of holiday episodes for y'all, and I'm very excited and very, very happy to be here.

Kelly Kennedy: 00:03:49

2024 has been an absolutely incredible year for the show and.

Kelly Kennedy: 00:03:53

And I am eagerly anticipating Crossing our 200th episode in just the coming weeks.

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Guys, I wanted to start today's show by just thanking our incredible rock stars, you, our experts, and our sponsors for sticking with us on this journey.

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2024 has been an incredible year.

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We had some absolutely incredible, amazing guests.

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We've had some rockstar sponsors step up and help us out with this show.

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e to get that support here in: 2024

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Guys, I could not have done it without any of you.

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We can't do this show without our listeners.

Kelly Kennedy: 00:04:35

We definitely can't do this show without our experts and we absolutely cannot continue to grow this show effectively without our sponsors.

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So it really is a three stooled community and I appreciate each and every one of you for helping us on this journey.

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It really is a community guys.

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And it takes a community.

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It really does.

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It takes a community to grow a show.

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And I can't be more thankful and more grateful for you guys sticking with us, for telling your friends, family, co workers, for following us on your platforms of choice and for continuing to join the conversations we have on LinkedIn, connecting with me, commenting, sharing.

Kelly Kennedy: 00:05:13

Cannot, cannot tell you how much I appreciate you all and especially the messages.

Kelly Kennedy: 00:05:18

Man.

Kelly Kennedy: 00:05:18

I, I can't tell you how many times I'll be having a hard day and I'll message come in from one of our rock stars, the BDP community, just letting me know how this show has helped them, what they are doing, what steps they're taking to improve their businesses or to do better in business development in the year.

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And my gosh, it's super, super cool.

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It's.

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It's something I never expected on this journey.

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Guys.

Kelly Kennedy: 00:05:38

We get messages all the time from people that are launching their very first business, from people that have gotten their very first business development job, from people who are winning world recognized awards from businesses that they started and then continue to pursue with knowledge from the show.

Kelly Kennedy: 00:05:53

Man, I can't even tell you, I, I never saw this impact coming.

Kelly Kennedy: 00:05:57

And all I can say is that I'm so grateful for you guys, for our incredible community that you guys not just show up and participate and listen to the show because really, what more can any podcaster ask for but the fact that you're taking some of this information and doing incredible world changing things with it, I could have never, ever expected that.

Kelly Kennedy: 00:06:16

Guys.

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I never saw that coming when I started this show talking to a wall in my room a couple of years ago.

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So thank you.

Kelly Kennedy: 00:06:23

Thank you so much.

Kelly Kennedy: 00:06:24

It's truly an honor, it's truly an honor and a privilege to be on here with you.

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And it is truly an honor to just be part of your day, to be part of that journey.

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It's amazing guys.

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And thank you so much.

Kelly Kennedy: 00:06:36

Thanks for including me in your journeys.

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Thanks for letting me know how it's all going.

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And please do continue to participate in the show.

Kelly Kennedy: 00:06:42

Continue to let me know what's going on with you guys.

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Continue to let me know show topics that you'd like me to cover.

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Continue to participate community questions.

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I could not do this show without you.

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I want you all to be part of this.

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I want you to be part of this community, but not just part of this community, part of the content that we ultimately put out in this show.

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So thank you so much.

Kelly Kennedy: 00:07:01

Thank you for participating.

Kelly Kennedy: 00:07:02

Thank you for helping me to get to this point.

Kelly Kennedy: 00:07:04

stay with us as we head into: 2025

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Because, guys,: 2025

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I can feel it from the bottom of my heart.

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Everyone, seriously, thank you so much.

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Thank you so, so much.

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Today I wanted to talk about how we can kick off a new year with a bang.

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As we head into: 2025

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Guys, there's something really powerful about kicking a year off strong.

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I know sometimes when we get back, it's a slow buildup, there's lots to do.

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It kind of feels like January just pitter patters by.

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But guess what?

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We can take advantage of this.

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make sure that when we start: 2025

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So let's just get into it.

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All right?

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Number one, we need to start the year with a plan.

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I want you to start the year, guys, by writing out your goals for the coming year.

Kelly Kennedy: 00:08:10

hat are my business goals for: 2025

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Just write them out.

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List them out.

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Just in jot note order.

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Guys, this does not have to be, like complex.

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It does not have to be super detailed.

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You can literally just start to jot note out 1, 2, 3, 4, 5, all the way to 10, 15, whatever you want in your business goals, personal goals, and if you like, family goals, try to write out as many of these goals as you can.

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Feel free to be as detailed as you want.

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The more detailed you can be, the better.

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But if you've never done this before and you just need to get started, you haven't written out your goals list, guys.

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You can always come back to it later and make it more in detail.

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writing out a goals list for: 2025

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And like I said, business goals, personal goals, and if you like, family goals for 20, 25.

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There is something absolutely incredible and magical, guys, about sitting down and telling the universe what you intend to do.

Kelly Kennedy: 00:09:19

Okay, some people, this is all it takes.

Kelly Kennedy: 00:09:22

For some people, this is the thing holding you back from doing it or not doing it is simply putting it down on paper.

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And guys, I'm not talking about a computer.

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I am talking about literally sitting down with a pen and paper and simply writing out business goals, personal goals, family goals, 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, as many as you like, but just write them out.

Kelly Kennedy: 00:09:47

And guys, I did a show about this a while ago, but what I was talking about was, no, you probably won't hit all of these goals.

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And that is completely okay.

Kelly Kennedy: 00:09:55

There's nothing wrong with rolling over goals to the next year if you do not accomplish them.

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But understand the simple act of actually writing out your goals and saying, this is what I intend to do this year.

Kelly Kennedy: 00:10:08

There is something magical about it.

Kelly Kennedy: 00:10:10

And people will say, you got to read your goals over and over and over again.

Kelly Kennedy: 00:10:14

I'm not necessarily opposed to that, but I also don't think you have to.

Kelly Kennedy: 00:10:18

I think there's something magical in simply writing out your goals one time.

Kelly Kennedy: 00:10:22

I can't tell you how many times I have done this, and I am confident that I have accomplished many of those goals.

Kelly Kennedy: 00:10:28

I think it's subconscious.

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I don't know what you want to call it.

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The universe magic happens when we start our year out with goals.

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Feel free to be as detailed and specific as you want.

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I think the more detail and specifics you can do, I think the higher chances you have of achieving it.

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But trust me, the simple act of actually writing things out on a piece of paper as to what you want to do, there is magic in it, people.

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There is Christmas magic.

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Take advantage of the day and let's write out that goals list.

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Number two.

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Set a financial revenue target that is at least 15% larger than last year's revenue.

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And once again, guys, you write whatever number you want.

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Once again, it's the power of writing something down.

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I want you to genuinely think about what you want to grow by in this coming year.

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For us, it's: 2025

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If you did 200,000 last year, maybe this year you want to do 240,000, maybe you want to do 300,000, whatever that is, maybe you want to do 3.5 million.

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Whatever your number is.

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Write the new growth number down on a piece of paper and figure out how many new customers is it going to take for you to accomplish that growth goal.

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One of the things that I always say with business development guys is it's really about new business, right?

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With a lot of companies, you tend to achieve the same revenue with the same customers over and over and over again.

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Especially if you have like a repeat business or you have a services business.

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A lot of those companies, once they found you and they're working with you, you tend to get repeat business over time.

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And so what I typically say is if you want to grow by 20%, you typically need to find that additional 20% in a new company in new opportunity.

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So figure out what that number is for you guys.

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If, like I said, if we're talking 200,000, let's say 20% is another 40,000, right?

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So if we need to come up with an additional 40,000, how many new customers is that?

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And this is not actually that hard to find out.

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Guys, figure out what your average customer value is.

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Add up all the revenue you made last year, divide it by all the customers you had, and you have your average customer value for the year.

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Maybe that's 5,000, maybe that's 10,000.

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Whatever it is, figure out how many new clients you have to close to achieve your new growth goal and start to set targets regarding how you are going to accomplish that.

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This simple task right now can help you hit the ground running in the new year.

Kelly Kennedy: 00:12:54

If you need to accomplish 10 new clients, five new clients, 20 new clients, hell, 50 new clients.

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@ least you know, at least you know what number you need to accomplish and it can give you just that little bit extra kick in the butt to really ramp things up when you hit the ground running in January.

Kelly Kennedy: 00:13:11

So don't be afraid to set a lofty goal.

Kelly Kennedy: 00:13:14

Don't be afraid to set a lofty goal.

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Heck, if you want to achieve 20%, maybe aim for 50%, you can always miss the moon and hit the stars, right?

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There's nothing wrong with that.

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But start the year with a revenue goal.

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You will be surprised at how often when you can start the year with a revenue goal and start to put a plan as to how many new customers that might be to achieve that, you figure out how to make it happen.

Kelly Kennedy: 00:13:35

Trust me, there is something magical once again about writing down that financial target, and I do say at least 15% bigger.

Kelly Kennedy: 00:13:43

You really do need to have a significant revenue increase year over year for your business.

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Guys.

Kelly Kennedy: 00:13:48

Aiming for 15% is probably a bare minimum.

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Depending on how your organization works.

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I think 20 is probably a safer bet.

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But figure out what those numbers are that you need to grow by.

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Figure out what that equates to in dollars and cents.

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And then figure out, based on your average customer values, how many new customers that is.

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That gives you an incredible place to start from when you're hitting the ground running in January.

Kelly Kennedy: 00:14:11

Number three, create your top 50 ideal customer list.

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I say do this every single year, guys.

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Even if you've done this before, and I'm sure many of you have, every single year.

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This is a process worth repeating.

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Sit down, pen and paper.

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Like I said, guys, pen and paper.

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It's magic.

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And just write out if you could work with 50 of the best customers on planet Earth, who are they?

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What companies are they?

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Okay, just sit down, write them out.

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If you're in Canada and you're after oil and gas, write out all the top oil and gas companies.

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If you're looking for industrial construction, write down all the industrial construction companies you wish you could work with.

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Don't be afraid to write them all out.

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I always call this a wish list.

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I do this with every single one of my new customers.

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There's nothing wrong with doing this.

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Will you hit them all?

Kelly Kennedy: 00:14:58

No.

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But it gives you an incredible target list to start and work from.

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You can always find the sub industries and things like that that would be equally ideal for you.

Kelly Kennedy: 00:15:07

But having a wish list, having like a target list of companies to start from gives you a great place.

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Especially when we start to do the ideal customer profiling and we start to figure out what are the buying positions with these organizations.

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It never hurts to start with that wish list.

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So don't hesitate, sit down, write out that wish list, and we can make sure that we start to track down the contact details for those companies as we start our ideal customer profiling and targeting.

Kelly Kennedy: 00:15:32

Okay?

Kelly Kennedy: 00:15:33

Trust me.

Kelly Kennedy: 00:15:34

Start with that top 50 ideal customer list.

Kelly Kennedy: 00:15:36

You can thank me later.

Kelly Kennedy: 00:15:38

It works.

Kelly Kennedy: 00:15:39

Number four, clean up your CRM.

Kelly Kennedy: 00:15:42

If you're like any of us who've worked, you know, years on a CRM, they start to get real cluttered and real messy.

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And we start to get way too many people on our weekly contacted stage.

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And it is time to purge some of these people.

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Okay.

Kelly Kennedy: 00:15:56

It is time to reevaluate your CRM.

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This is an incredible thing to do the first week back.

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Hop into your CRM.

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Look at all of the companies that you've spent too much time trying to track down.

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You haven't had a whole lot of luck for.

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Backburner them, back, burner them, and we can replace them with fresh new opportunities as we head into the new year.

Kelly Kennedy: 00:16:16

Okay.

Kelly Kennedy: 00:16:17

There is something special about Starting with fresh new opportunities.

Kelly Kennedy: 00:16:21

It makes you pumped up, it makes you amped up.

Kelly Kennedy: 00:16:23

You're not making the same phone calls for like the 18th time or whatever, you know, follow up call you guys are on.

Kelly Kennedy: 00:16:29

Don't be afraid to purge bad contacts on your CRM.

Kelly Kennedy: 00:16:33

Don't be afraid or to find new contacts, depending on the priority of that company.

Kelly Kennedy: 00:16:37

But if it is not a high priority company, you are not confident you have the right person.

Kelly Kennedy: 00:16:42

You've made multiple attempts to connect, have not made it.

Kelly Kennedy: 00:16:45

Do not be afraid to backburner that company and replace it with something fresh, hot and new.

Kelly Kennedy: 00:16:51

Get a quick win under your belt with a new meeting and just help that momentum carry you forward.

Kelly Kennedy: 00:16:57

Number five, evaluate your marketing materials.

Kelly Kennedy: 00:17:00

Okay, I know there's a lot of companies out there right now who you are really just pushing it with your 5 or 10 year old marketing materials.

Kelly Kennedy: 00:17:09

Heck, some of these materials don't even represent your company anymore.

Kelly Kennedy: 00:17:13

I can't tell you how many companies I've been to their website and I know for a fact there's stuff on their website they do not do anymore or it is not a priority for them.

Kelly Kennedy: 00:17:21

But it has been years, years since they have updated their website and probably even longer since they've updated their brochures.

Kelly Kennedy: 00:17:28

Guys, getting in in a new year and just starting fresh and saying, okay, if I was to revamp all of these, how would I do it?

Kelly Kennedy: 00:17:37

Don't be afraid to critique your websites.

Kelly Kennedy: 00:17:40

Don't be afraid to critique your marketing materials, your brochures or lack thereof.

Kelly Kennedy: 00:17:44

Okay?

Kelly Kennedy: 00:17:44

There is nothing wrong with critiquing them.

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There is no obligation to fix it.

Kelly Kennedy: 00:17:50

But let me tell you, I think once you've gone through the critiquing process, once you've evaluated what should be changed, what needs to be changed, maybe the things you aren't even doing, I think you're going to be surprised at how fast you figure out how to make that change.

Kelly Kennedy: 00:18:04

Okay?

Kelly Kennedy: 00:18:05

Understand websites, marketing materials, things like that, they really do need to be updated fairly often and at least revamped and changed and updated probably on an annual basis.

Kelly Kennedy: 00:18:15

Guys, these materials are getting outdated so quickly because companies are moving so fast.

Kelly Kennedy: 00:18:21

Things are changing so flipping quickly across the board at companies all over the place, okay?

Kelly Kennedy: 00:18:27

Not to mention the people making buying decisions are getting younger and younger and younger and you are having essentially that generational shift, okay?

Kelly Kennedy: 00:18:37

And I talk about it a lot on this show where I talk about millennials and that we have very short attention spans.

Kelly Kennedy: 00:18:42

I am a millennial and you gotta wrap us in real, real quick and we get bored real, real quick.

Kelly Kennedy: 00:18:48

And things like slideshows and maybe a slightly zooming in image.

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Guys, these things aren't cutting it for us anymore, okay?

Kelly Kennedy: 00:18:56

We need better, we need more.

Kelly Kennedy: 00:18:59

You need to visually engage and trap us as soon as humanly possible.

Kelly Kennedy: 00:19:03

And understand millennials are making the buying decisions at most companies at this point.

Kelly Kennedy: 00:19:09

Okay?

Kelly Kennedy: 00:19:10

People 40 and under tend to be in pretty high level positions at this point at a lot of different companies.

Kelly Kennedy: 00:19:16

And so I would argue a lot of the people you are trying to market to are millennials.

Kelly Kennedy: 00:19:21

You need to up your game on visual appeal.

Kelly Kennedy: 00:19:23

Okay?

Kelly Kennedy: 00:19:23

We have to make sure that all marketing materials, brochures, websites, social media strategies.

Kelly Kennedy: 00:19:30

Social media content is visually appealing, vibrant, engaging.

Kelly Kennedy: 00:19:36

Guys, that means our websites, they need to have video.

Kelly Kennedy: 00:19:39

Really at this point, guys, we need to be coming to homepages with video.

Kelly Kennedy: 00:19:44

Video is engaging.

Kelly Kennedy: 00:19:45

It wraps us in.

Kelly Kennedy: 00:19:46

Especially if it's got high quality visuals, it's done very well.

Kelly Kennedy: 00:19:49

Video tells stories.

Kelly Kennedy: 00:19:51

Guys, it's time to take a look at your websites.

Kelly Kennedy: 00:19:55

an we bring these things into: 2025

Kelly Kennedy: 00:20:10

It is changing.

Kelly Kennedy: 00:20:11

Your website is your 20 story skyscraper.

Kelly Kennedy: 00:20:14

In the age of the Internet, your website is your 20 story skyscraper.

Kelly Kennedy: 00:20:19

And that might mean that we need to be doing annual updates to these things guys, to make sure that they are vibrant, beautiful, engaging, that they actually speak to the products and services that we offer to the world, that they are going to make an impact and make people want to dig deeper, make people want to learn more.

Kelly Kennedy: 00:20:38

Okay?

Kelly Kennedy: 00:20:38

It really does come down to how engaging can you make that website.

Kelly Kennedy: 00:20:42

And so if you guys go to your website, you're evaluating it, you're like, I am not engaged.

Kelly Kennedy: 00:20:47

Guess what?

Kelly Kennedy: 00:20:47

Neither are your customers.

Kelly Kennedy: 00:20:49

It's time to take another look at it.

Kelly Kennedy: 00:20:51

This rolls right into your brochures and marketing material.

Kelly Kennedy: 00:20:54

Guys, brochures are not dead.

Kelly Kennedy: 00:20:56

Not dead at all.

Kelly Kennedy: 00:20:57

I use brochures for myself for every single client I work with and for like every meeting I go to.

Kelly Kennedy: 00:21:03

Okay?

Kelly Kennedy: 00:21:03

I bring physical brochures to meetings.

Kelly Kennedy: 00:21:06

I send digital brochures to all email interactions, all LinkedIn digital introductions.

Kelly Kennedy: 00:21:11

They all include brochures.

Kelly Kennedy: 00:21:13

Why?

Kelly Kennedy: 00:21:14

Because they do the speaking for you.

Kelly Kennedy: 00:21:16

Especially when they're done correctly and when the job is brand awareness, like when we're doing LinkedIn digital introductions, it can do a Lot of the speaking for the business while I do the speaking for myself.

Kelly Kennedy: 00:21:27

Because I want to make a personal introduction, a personal connection and say, hey, I'm also working with this organization.

Kelly Kennedy: 00:21:33

I think you might want to check them out.

Kelly Kennedy: 00:21:34

I attached a brochure below.

Kelly Kennedy: 00:21:36

Guys, nine times out of 10, they are opening those brochures and they are reading, at bare minimum the first page.

Kelly Kennedy: 00:21:41

What does that do for you?

Kelly Kennedy: 00:21:43

Brand awareness.

Kelly Kennedy: 00:21:44

They now know who you are when you reach out to them in person and what company you work for and why they might be interested in your products and services.

Kelly Kennedy: 00:21:54

It is a win, win, win all around.

Kelly Kennedy: 00:21:56

Okay?

Kelly Kennedy: 00:21:57

We have to make sure that we are spending time and creating epic marketing materials, websites, brochures, business cards, whatever we are going to give out to the world.

Kelly Kennedy: 00:22:07

Make sure it is visually appealing and make sure that it is going to resonate.

Kelly Kennedy: 00:22:11

Because guess what?

Kelly Kennedy: 00:22:12

If it does not resonate, it does not matter how great your message is.

Kelly Kennedy: 00:22:15

Okay, the message can be epic, but it doesn't matter at all if they will not read it.

Kelly Kennedy: 00:22:21

Number six, social media strategy.

Kelly Kennedy: 00:22:24

Guys, we talk about this all the time.

Kelly Kennedy: 00:22:26

Social media has blown up through the roof.

Kelly Kennedy: 00:22:29

If your business does not utilize social media, if you personally are not utilizing social media for personal branding and business purposes, you are behind.

Kelly Kennedy: 00:22:39

Understand that you are behind, way behind at this point and we need to get rolling on it immediately.

Kelly Kennedy: 00:22:46

Okay?

Kelly Kennedy: 00:22:47

You need to ask yourself, in this coming year, what type of content do I want to share with the world?

Kelly Kennedy: 00:22:53

In this particular case, guys, I'm talking business.

Kelly Kennedy: 00:22:55

Okay, we're gonna get into the personal side in a minute, but what type of content does your business want to share with the world?

Kelly Kennedy: 00:23:01

Do you wanna talk about corporate updates?

Kelly Kennedy: 00:23:02

Do you wanna talk about your products and services?

Kelly Kennedy: 00:23:04

Do you wanna find ways to help your customers?

Kelly Kennedy: 00:23:07

Do you wanna educate and inspire?

Kelly Kennedy: 00:23:08

Do you wanna give away 90%, sell 10, talk about it.

Kelly Kennedy: 00:23:12

Understand what your social media strategy for the business is going to be in 20, 25 or whatever hearing this.

Kelly Kennedy: 00:23:19

Because social media is no longer optional, it is mandatory.

Kelly Kennedy: 00:23:24

And you absolutely need to start thinking about what your strategy is going to be.

Kelly Kennedy: 00:23:29

Okay, the next part of the strategy, what is your release strategy going to be?

Kelly Kennedy: 00:23:33

How many posts are you going to do a week?

Kelly Kennedy: 00:23:35

My recommendation to you right now is I would be doing at bare minimum one corporate post per week.

Kelly Kennedy: 00:23:42

One corporate post per week.

Kelly Kennedy: 00:23:44

Once again, this is bare minimum and content really is.

Kelly Kennedy: 00:23:46

The more the merrier.

Kelly Kennedy: 00:23:47

Content is one of those things that you can really never have too much of.

Kelly Kennedy: 00:23:51

So if you have not started, if you're not currently doing a social media strategy.

Kelly Kennedy: 00:23:55

Let's just get going with one post per week.

Kelly Kennedy: 00:23:58

Think about what you want to post, figure out what you want to talk about, figure out how you're going to create those images or those videos and start to get them out there.

Kelly Kennedy: 00:24:07

Trust me, it is absolutely going to change your business.

Kelly Kennedy: 00:24:11

The next thing you have to ask yourself is where will you share it?

Kelly Kennedy: 00:24:15

Okay.

Kelly Kennedy: 00:24:16

And this really depends on what type of business you have.

Kelly Kennedy: 00:24:18

Not all social medias are created equal.

Kelly Kennedy: 00:24:21

I would say, at this point, for B2B branded business, any type of B2B business, which is something we talk about extensively on this show.

Kelly Kennedy: 00:24:29

LinkedIn, LinkedIn is your place for B2B business.

Kelly Kennedy: 00:24:33

If we're talking B2C things like that, Instagram might be a better option for you.

Kelly Kennedy: 00:24:38

But for B2B business, I would say start on LinkedIn, get that company page created, and start to post regularly, both on your pages and in relevant groups to your business types.

Kelly Kennedy: 00:24:50

Okay?

Kelly Kennedy: 00:24:50

Start to get that content far and wide.

Kelly Kennedy: 00:24:52

We need to make sure that people are getting brand awareness with your brand.

Kelly Kennedy: 00:24:56

How will you engage?

Kelly Kennedy: 00:24:57

This is the other side of social media that nobody is talking about.

Kelly Kennedy: 00:25:01

You cannot, cannot build a community if you do not participate in it.

Kelly Kennedy: 00:25:07

Okay?

Kelly Kennedy: 00:25:08

You have to participate in your own community.

Kelly Kennedy: 00:25:11

If you are a company or a brand and you are posting things on LinkedIn, on Instagram, whatever it is, and people are engaging with it, they're commenting, they're liking it, things like that, you have to get involved, you have to message them back, you have to continue responding to their comment chains.

Kelly Kennedy: 00:25:28

You have to participate in your own social media strategies.

Kelly Kennedy: 00:25:32

This is for personal, this is for business, guys.

Kelly Kennedy: 00:25:34

But I see so many people just posting content and not even participating in any of the comments, any of the engagement you're getting.

Kelly Kennedy: 00:25:42

Guys, social media does not work this way.

Kelly Kennedy: 00:25:44

You have to participate for it to get promoted.

Kelly Kennedy: 00:25:47

You have to participate in your own advertising efforts.

Kelly Kennedy: 00:25:51

Okay?

Kelly Kennedy: 00:25:53

If you are willing to post things on the Internet, you have to also be willing to engage in the conversation that happens around them.

Kelly Kennedy: 00:26:00

It is absolutely imperative to growing your brand.

Kelly Kennedy: 00:26:03

So make sure that for all your posts, you are also going to respond in a timely manner to any and all comments and messages that happen around them.

Kelly Kennedy: 00:26:13

Start conversations, build that community, aim to get engagement.

Kelly Kennedy: 00:26:18

Engagement moves the post.

Kelly Kennedy: 00:26:20

Okay, all right, number seven, let's get into personal branding.

Kelly Kennedy: 00:26:24

Holy cow.

Kelly Kennedy: 00:26:25

2024, guys, was the year of personal branding.

Kelly Kennedy: 00:26:29

It absolutely was.

Kelly Kennedy: 00:26:31

Personal branding started to absolutely take off.

Kelly Kennedy: 00:26:34

And I talk about it in all of my coaching at this point.

Kelly Kennedy: 00:26:37

Because I think effective business development from this point forward also requires effective building of your own personal brands.

Kelly Kennedy: 00:26:45

It is no longer enough to just represent the company.

Kelly Kennedy: 00:26:48

People want to know who you are.

Kelly Kennedy: 00:26:50

They want to engage with you.

Kelly Kennedy: 00:26:51

They want to be part of your community.

Kelly Kennedy: 00:26:54

And in order to do that, we have to be authentic.

Kelly Kennedy: 00:26:57

We have to share more than just our corporate updates.

Kelly Kennedy: 00:27:00

Okay, how do you want to be represented in the world?

Kelly Kennedy: 00:27:03

You get to choose.

Kelly Kennedy: 00:27:05

The fun thing about your personal brand is you get to choose what you're willing to share, what you're willing to talk about.

Kelly Kennedy: 00:27:09

But here's the thing.

Kelly Kennedy: 00:27:10

The more authentic, the more honest, the more open we can be, the easier and the more effective it is to build our own personal brand.

Kelly Kennedy: 00:27:18

So think about it.

Kelly Kennedy: 00:27:19

You're an expert in something.

Kelly Kennedy: 00:27:20

You're an expert in something.

Kelly Kennedy: 00:27:22

And this doesn't have to just be your business.

Kelly Kennedy: 00:27:24

This can be whatever you like.

Kelly Kennedy: 00:27:26

Maybe you're really great at guitar, Maybe you're really great at flying model airplanes.

Kelly Kennedy: 00:27:30

You name it.

Kelly Kennedy: 00:27:30

What, Whatever your thing is.

Kelly Kennedy: 00:27:33

Think about it.

Kelly Kennedy: 00:27:33

What is your thing?

Kelly Kennedy: 00:27:35

What are you an expert in?

Kelly Kennedy: 00:27:36

That you could share that knowledge and start conversations with the world.

Kelly Kennedy: 00:27:40

And don't be afraid to share that.

Kelly Kennedy: 00:27:42

Don't be afraid to share your passions, no matter what they are.

Kelly Kennedy: 00:27:44

Share that knowledge with the world and see how fast it resonates.

Kelly Kennedy: 00:27:48

See how many people start to love your content and follow you because they absolutely agree with whatever thing you're sharing with the world.

Kelly Kennedy: 00:27:56

Okay?

Kelly Kennedy: 00:27:57

Trust me, this is what personal branding is about.

Kelly Kennedy: 00:28:00

It's about being authentic.

Kelly Kennedy: 00:28:01

It's about being you.

Kelly Kennedy: 00:28:02

It's about sharing.

Kelly Kennedy: 00:28:03

Not just the business, you, the entire you.

Kelly Kennedy: 00:28:06

Good, bad, ugly.

Kelly Kennedy: 00:28:08

The more you're willing to share, the faster that personal brand is going to grow.

Kelly Kennedy: 00:28:13

And guys, the reason we build our personal brand is it builds up everything else around us.

Kelly Kennedy: 00:28:18

Think about Elon Musk, right?

Kelly Kennedy: 00:28:20

You know Elon Musk.

Kelly Kennedy: 00:28:21

Elon Musk can't release a company that's not successful, but he has an incredible personal brand anywhere on planet Earth.

Kelly Kennedy: 00:28:28

Someone knows who Elon Musk is, right?

Kelly Kennedy: 00:28:29

Like, you could go almost anywhere on planet Earth and ask them, do you know about Elon Musk?

Kelly Kennedy: 00:28:33

And they say, oh, yeah, the guy with SpaceX, the guy with Tesla, the guy with PayPal, right?

Kelly Kennedy: 00:28:38

Everybody knows who he is.

Kelly Kennedy: 00:28:40

He could not fail at starting a company at this point.

Kelly Kennedy: 00:28:43

Why?

Kelly Kennedy: 00:28:44

Because his personal brand is epic.

Kelly Kennedy: 00:28:46

It's epic.

Kelly Kennedy: 00:28:47

Anything that guy touches will turn to money.

Kelly Kennedy: 00:28:50

And it is based on that incredible personal brand.

Kelly Kennedy: 00:28:54

Think about what that can do for you as well.

Kelly Kennedy: 00:28:57

Now, with Our personal brand.

Kelly Kennedy: 00:28:58

Guys, we have to decide what type of content we're willing to share.

Kelly Kennedy: 00:29:01

And I always recommend taking photos everywhere you go.

Kelly Kennedy: 00:29:04

Take photos everywhere you go.

Kelly Kennedy: 00:29:06

It's all content for the future.

Kelly Kennedy: 00:29:08

If you're on vacation, take a photo.

Kelly Kennedy: 00:29:09

If you're at an event, take a photo.

Kelly Kennedy: 00:29:11

Something epic just happened at work.

Kelly Kennedy: 00:29:12

Take a photo.

Kelly Kennedy: 00:29:13

Just take photos all over the place.

Kelly Kennedy: 00:29:15

And don't be afraid to share an authentic communication about what was going on in that moment for you or something else that resonates with you.

Kelly Kennedy: 00:29:22

And guys, write these out as authentic as you can.

Kelly Kennedy: 00:29:26

Don't be afraid to, like, hand type out this whole thing.

Kelly Kennedy: 00:29:29

Don't worry about using AI if we're trying to be authentic.

Kelly Kennedy: 00:29:32

If we're trying to communicate like a human.

Kelly Kennedy: 00:29:34

Communicate like a human.

Kelly Kennedy: 00:29:35

Like It's Facebook in: 2010

Kelly Kennedy: 00:29:38

AI doesn't exist.

Kelly Kennedy: 00:29:39

It can't write your post for you.

Kelly Kennedy: 00:29:41

Start to write posts like this.

Kelly Kennedy: 00:29:43

Share an authentic image.

Kelly Kennedy: 00:29:44

Share an authentic video.

Kelly Kennedy: 00:29:46

Video is huge, huge for creating trust and authenticity.

Kelly Kennedy: 00:29:50

You can't really fake videos, not these days, not yet.

Kelly Kennedy: 00:29:53

So don't be afraid.

Kelly Kennedy: 00:29:54

Don't be afraid to do these things, to share in the most authentic ways you can and watch that personal brand grow.

Kelly Kennedy: 00:30:01

Because what do we connect with as humans?

Kelly Kennedy: 00:30:04

We connect with trust, we connect with other humans, we connect with authenticity.

Kelly Kennedy: 00:30:08

Be authentic.

Kelly Kennedy: 00:30:09

Be human and watch your connections increase.

Kelly Kennedy: 00:30:13

What will you commit to?

Kelly Kennedy: 00:30:15

We talked about the commitment with a company, right?

Kelly Kennedy: 00:30:17

We recommended one post a week to start.

Kelly Kennedy: 00:30:19

If you have been doing this, I recommend the exact same thing.

Kelly Kennedy: 00:30:23

On the personal branding side, guys, if you are not currently sharing personally, maybe you are sharing corporately, but you are not sharing personally yourself with the world, with social media.

Kelly Kennedy: 00:30:33

Start by posting one thing per week.

Kelly Kennedy: 00:30:36

And obviously, like I said, the more the merrier.

Kelly Kennedy: 00:30:38

But we have to start somewhere.

Kelly Kennedy: 00:30:39

We have to gain momentum.

Kelly Kennedy: 00:30:41

We gotta get this wheel turning.

Kelly Kennedy: 00:30:43

Let's get this wheel turning by doing one personal post per week to start, and then as you feel more comfortable, do more.

Kelly Kennedy: 00:30:50

But guys, just get started.

Kelly Kennedy: 00:30:52

Commit to something.

Kelly Kennedy: 00:30:53

Commit to one personal post per week and one corporate post per week.

Kelly Kennedy: 00:30:57

That's two posts per week is all we're asking to get started here in the new year.

Kelly Kennedy: 00:31:00

Okay, Start there and then the more the merrier.

Kelly Kennedy: 00:31:04

But you have to start somewhere.

Kelly Kennedy: 00:31:06

And lastly, guys, on the personal brand, I just want to say, look, you are an expert in something.

Kelly Kennedy: 00:31:11

There's no question, anybody listening to this show, you are an expert in something.

Kelly Kennedy: 00:31:15

Maybe you're an expert in parenting, maybe you're an expert electrician, Maybe you're an expert business developer, right?

Kelly Kennedy: 00:31:21

Name it.

Kelly Kennedy: 00:31:21

You are an expert in something.

Kelly Kennedy: 00:31:23

Think about how you can teach that expertise to the world.

Kelly Kennedy: 00:31:27

We are a world eager to learn.

Kelly Kennedy: 00:31:30

We want to learn.

Kelly Kennedy: 00:31:31

We want to do better.

Kelly Kennedy: 00:31:32

Everybody you talk to wants to be better at something.

Kelly Kennedy: 00:31:35

That something could be your level of expertise and you could be building a massive, massive brand around your expertise.

Kelly Kennedy: 00:31:44

But guess what?

Kelly Kennedy: 00:31:45

It starts with having the bravery to share it.

Kelly Kennedy: 00:31:48

Do not be afraid to build your personal brands by sharing expertise in something that has nothing to do with business.

Kelly Kennedy: 00:31:54

Whatever it is, whatever it is, whatever you're an expert in, share that knowledge with the world.

Kelly Kennedy: 00:32:00

You're going to love it.

Kelly Kennedy: 00:32:01

You're going to love it.

Kelly Kennedy: 00:32:02

It's going to change your life.

Kelly Kennedy: 00:32:03

But you have to get started.

Kelly Kennedy: 00:32:06

Number eight, we have to identify the ideal customer profiles for the coming year.

Kelly Kennedy: 00:32:11

Okay?

Kelly Kennedy: 00:32:12

Part of our business development strategy, a huge part, and you know we got lots of shows on it, is identifying the right person who buys our products and services.

Kelly Kennedy: 00:32:22

This is the fastest way, guys, for you to sell your products and services is to first identify the buying positions of your products and services.

Kelly Kennedy: 00:32:31

Identify the types of companies that need your products and services, and then do a search, do a search on LinkedIn for that job position.

Kelly Kennedy: 00:32:39

If you're selling safety services, maybe it's director of hse.

Kelly Kennedy: 00:32:42

If you're selling quality services, maybe it's the quality director or the quality manager.

Kelly Kennedy: 00:32:46

If you're selling plant services, maybe you got to talk to the plant manager, right?

Kelly Kennedy: 00:32:50

Identify who buys the products and services that you are selling.

Kelly Kennedy: 00:32:54

Do a blanket search for that position and then just connect with the people that work at the companies that would be relevant to your products and services.

Kelly Kennedy: 00:33:02

You are going to be surprised if you take this approach, how fast you are able to start securing meetings that lead to real revenue growth for you and your organization.

Kelly Kennedy: 00:33:11

But so many of us are failing to take the step of identifying the buying position and specifically targeting those buying positions.

Kelly Kennedy: 00:33:19

Guys, this is a huge difference between good business development and great business development.

Kelly Kennedy: 00:33:23

It's simply doing some homework upfront to identify who can actually buy the products and services.

Kelly Kennedy: 00:33:30

And it's important as well to understand that with every new industry you target, that buying position can change and does change a lot of the time.

Kelly Kennedy: 00:33:39

So make sure that you're doing your research.

Kelly Kennedy: 00:33:40

If you're going into a new organization, a new area, a new industry, figure out who buys the products and services.

Kelly Kennedy: 00:33:48

It may not be the same person who bought it in oil and gas, that buys it in forestry, or who bought it in industrial construction, who's now going to buy it.

Kelly Kennedy: 00:33:56

In environmental services, you have to figure out who the buying positions are at various industry types and target them directly.

Kelly Kennedy: 00:34:05

It does not make sense to start to reach out and waste your time targeting people to get information or targeting people that you do not know.

Kelly Kennedy: 00:34:12

Buy the products and services.

Kelly Kennedy: 00:34:14

Do yourself a huge favor, do the research upfront.

Kelly Kennedy: 00:34:17

Figure out who and what positions.

Kelly Kennedy: 00:34:20

Buy your products and services and connect with those people.

Kelly Kennedy: 00:34:23

It's going to streamline and effectively speed up the entire business development process for you and your organization.

Kelly Kennedy: 00:34:31

Remember to send out your 100 connections per week, okay?

Kelly Kennedy: 00:34:34

This is part of our strategy.

Kelly Kennedy: 00:34:36

We talk about it a lot on this show.

Kelly Kennedy: 00:34:37

But you have to be using your 100 LinkedIn connections every single week.

Kelly Kennedy: 00:34:42

If you do not use them, you lose them.

Kelly Kennedy: 00:34:44

They do not get tagged onto the next week.

Kelly Kennedy: 00:34:46

If you don't use your 100 one week, you do not get 200 the next week.

Kelly Kennedy: 00:34:50

You get 100 per week.

Kelly Kennedy: 00:34:51

Whether you use them or lose them, we need to make sure that we are using them effectively every single week.

Kelly Kennedy: 00:34:57

Guys, I do this like on a Sunday or Monday morning every single week.

Kelly Kennedy: 00:35:00

I literally use all my connections.

Kelly Kennedy: 00:35:02

I figure out what positions I'm targeting that week, what type of companies I want to work with, and I just go through and I spend about 30 to 45 minutes adding 100 people per week so that I can add them to my digital introduction stage for the very next week.

Kelly Kennedy: 00:35:15

Use your 100 connections every week.

Kelly Kennedy: 00:35:18

Don't skip this part.

Kelly Kennedy: 00:35:19

This part will allow you to grow your social media strategy as well.

Kelly Kennedy: 00:35:22

Because now the people that you're connected with, the people you want to see your content, are actually going to be seeing your content on a weekly basis.

Kelly Kennedy: 00:35:31

It has a win win scenario both for your company, for your digital introductions and your business development process, but also for your branding and personal branding process.

Kelly Kennedy: 00:35:40

Number nine, commit to authentic human connection.

Kelly Kennedy: 00:35:45

Guys, guys, we are AIed out.

Kelly Kennedy: 00:35:49

We are AIED out.

Kelly Kennedy: 00:35:51

We know it.

Kelly Kennedy: 00:35:52

We know it.

Kelly Kennedy: 00:35:53

AI content is the norm at this point.

Kelly Kennedy: 00:35:56

It is no longer the cool new kid on the block.

Kelly Kennedy: 00:35:59

It is the normal kid on the block.

Kelly Kennedy: 00:36:01

I'm not going to pay attention to that kid on the block, okay?

Kelly Kennedy: 00:36:05

We need to commit to going back to creating authentic human connection.

Kelly Kennedy: 00:36:11

We crave it, right?

Kelly Kennedy: 00:36:12

We have to be brave and we have to work to shine through with everything that we are doing.

Kelly Kennedy: 00:36:18

How do we do this?

Kelly Kennedy: 00:36:19

We do this by interacting in human ways.

Kelly Kennedy: 00:36:22

Guys, don't be afraid to type out a post.

Kelly Kennedy: 00:36:24

Don't be afraid to Comment without double checking.

Kelly Kennedy: 00:36:27

Don't be afraid of a spelling mistake here and there.

Kelly Kennedy: 00:36:30

Don't be afraid of sharing video with the world.

Kelly Kennedy: 00:36:33

Don't be afraid, especially of picking up your phone and booking a lunch meeting or a face to face meeting with somebody.

Kelly Kennedy: 00:36:41

This is still the way of the world, no matter what people are telling you.

Kelly Kennedy: 00:36:45

We need human to human connection.

Kelly Kennedy: 00:36:49

Trust is built in human to human interaction.

Kelly Kennedy: 00:36:52

And trust is a required step of B2B business, especially repeat business over time.

Kelly Kennedy: 00:36:59

We have to establish trust.

Kelly Kennedy: 00:37:00

Trust is built in person.

Kelly Kennedy: 00:37:02

Trust is built in authenticity.

Kelly Kennedy: 00:37:04

Trust is built in openness and honesty.

Kelly Kennedy: 00:37:07

Find ways to connect in these ways.

Kelly Kennedy: 00:37:10

Find ways to connect as a human.

Kelly Kennedy: 00:37:12

ng to have extreme success in: 2025

Kelly Kennedy: 00:37:16

I think more so than almost ever, guys.

Kelly Kennedy: 00:37:18

And the reason I think this is because we have gone so far in the wrong direction.

Kelly Kennedy: 00:37:22

We embraced AI wholeheartedly.

Kelly Kennedy: 00:37:25

We embraced the robocall.

Kelly Kennedy: 00:37:26

We embraced the automated answering machine.

Kelly Kennedy: 00:37:29

Guys, we are.

Kelly Kennedy: 00:37:30

We're sick of it.

Kelly Kennedy: 00:37:31

We are sick of it as a culture.

Kelly Kennedy: 00:37:33

We are sick of it as a species.

Kelly Kennedy: 00:37:34

We have to go back to go forward.

Kelly Kennedy: 00:37:37

Work to create genuine authentic connection.

Kelly Kennedy: 00:37:40

Do not be afraid of your phone.

Kelly Kennedy: 00:37:41

Your phone is your best friend.

Kelly Kennedy: 00:37:43

As we head into: 2025

Kelly Kennedy: 00:37:45

Pick it up, make phone calls again, leave voicemails again, ask for meetings again.

Kelly Kennedy: 00:37:51

Watch it change.

Kelly Kennedy: 00:37:52

Watch your response rates go through the roof.

Kelly Kennedy: 00:37:54

We are getting so much crap that a genuine person reaching through and trying to build authentic connection.

Kelly Kennedy: 00:38:00

You're going to shine like a star in the night sky, okay?

Kelly Kennedy: 00:38:03

for you guys as we head into: 2025

Kelly Kennedy: 00:38:12

Okay?

Kelly Kennedy: 00:38:12

Do not be afraid to tell the truth about who you are and how you feel.

Kelly Kennedy: 00:38:17

Whether you think you can or you think you can't.

Kelly Kennedy: 00:38:20

You are right.

Kelly Kennedy: 00:38:22

Face your fears.

Kelly Kennedy: 00:38:23

The greatest ticket to your success is likely the thing that you are afraid to do the most right now.

Kelly Kennedy: 00:38:29

The thing that will take you the furthest in your career is likely the thing that is scaring the bejesus out of you.

Kelly Kennedy: 00:38:35

Do not be afraid to face your fears here as we head into the new year.

Kelly Kennedy: 00:38:39

Do not be afraid to try to do more of the thing that you are avoiding.

Kelly Kennedy: 00:38:42

The thing that you are avoiding is likely the thing that is holding back your entire career or business at this time.

Kelly Kennedy: 00:38:49

Try to make the uncomfortable comfortable.

Kelly Kennedy: 00:38:52

The act of planning and starting a strategy has the effect of building momentum.

Kelly Kennedy: 00:38:58

And the act of taking a step demands the next one and the one after that.

Kelly Kennedy: 00:39:03

Start strong with intention and watch success unfold.

Kelly Kennedy: 00:39:08

In front of you.

Kelly Kennedy: 00:39:10

That takes us to the end of today's show, guys.

Kelly Kennedy: 00:39:12

It's an absolute pleasure to be on with you guys.

Kelly Kennedy: 00:39:15

Christmas Day: 2024

Kelly Kennedy: 00:39:17

Thank you so much for your support.

Kelly Kennedy: 00:39:18

Thank you for sticking with us over the past couple of years.

Kelly Kennedy: 00:39:21

I promise you: 2025

Kelly Kennedy: 00:39:31

Shout outs this week Lauren Graf, Gary Noseworthy, Sheri Allen, Mark Ferrand, Colin Harms, Deanna Keane, Evan Baxter, Stefan Cezia, Jesus Arrow, Yave Janat, Steve Austin, Daniel Sonnenberg, Susan Pasaka, Jason Chakalakal, Adam Kimmel, Derek Armstrong, Roxanne Cassian, Chuck Kerry Watcher, Rich Cohen, Ace Qureshi, Ricardo J.

Kelly Kennedy: 00:40:01

Flores and Jamie Moffatt.

Kelly Kennedy: 00:40:03

the flip side and see you in: 2025

Mark Cuban: 00:40:13

This has been the Business Development Podcast with Kelly Kennedy.

Mark Cuban: 00:40:18

business development firm in: 2020

Mark Cuban: 00:40:29

His passion and his specialization is in customer relationship generation and business development.

Mark Cuban: 00:40:36

The show is brought to you by Capital Business Development, your business development specialists.

Mark Cuban: 00:40:42

For more, we invite you to the website at www.capitalbd.

Mark Cuban: 00:40:49

see you next time on the Business Development Podcast.