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Back to the Basics of Business Communications

We in Silicon Valley can run the risk of falling victim to technology, forgetting about the communication basics that make for successful business development. Dare I say it? Sometimes, we rely too much on the interface — our emails, Twitter, Facebook, LinkedIn and Blogs — and not enough on personal contact.

That’s why I found my conversation so interesting with Steve Tully, former Chair to the Silicon Valley Capital Club Board of Governors and Founder of Advantage Office Furniture which resells used (Fortune 100) and remanufactured office furniture. Steve is a firm believer in “constant contact” (and I’m not talking about the email service provider).

It’s serving him well. When most businesses are losing clients, Steve’s revenues are actually going up. (And that’s for someone who’s selling office furniture to businesses in a down economy — go figure.) So what’s he doing? Well, I asked.

You mentioned that your business is actually doing well despite the economy. What are the top three things you’re doing that is making it possible for you to increase sales while everyone else is struggling?

1. I daily track people I meet into my contacts file and follow–up with them with an email the same day.
2. I daily place 20 to 25 listings on Craiglist and follow up on reply responses I receive back. (You can replace Craigslist with your own sales channel.)
3. I daily see ten clients face–to–face (eyeball–to–eyeball).

What would you recommend people “change” that would make them more successful with business development?

1. One needs to be totally honest with themselves and the team.
2. Members should share business projects.
3. Keep a 12–hour workday.
4. Divide your workday into four segments — 7:00 a.m. to 7:00 p.m.

• Three time slots for email communications
• Personal contact and communication with clients three or four times daily
• One daily outside group meeting — other than your business
• Close two deals a day (receive payment) and present two deals per day (viable sales presentations)

Here’s another interesting tidbit about Steve. He’s now in his seventies, but had no problem jumping in when it came to adopting new business channels for his company. He’s got videos on YouTube, is running ads on Craigslist and more. He says that the majority of his sales now come from online channels.

Check out more of Steve’s YouTube videos. It just goes to show that anyone can get started, and you don’t have to be a pro.

Steve Tully
Former Chair, Board of Governors, Silicon Valley Capital Club
Founder, Network Today,  Young Executives Club and Kiwanis Executive Club for the Silicon Valley Capital Club
Founder, President and CEO, Advantage Office Furniture, Inc.
www.advantageoffice.net