The Business Development Podcast

Episode 19 of The Business Development Podcast with host Kelly Kennedy focuses on the importance and utilization of LinkedIn for business owners, entrepreneurs, and individuals in sales and business development. Kelly emphasizes that LinkedIn is the best social media platform for generating real person-to-person relationships and connections within the business community. He highlights the benefits of joining LinkedIn groups, using the platform to market and promote business products and services, and leveraging LinkedIn as a modern space for building relationships, finding partnerships, and creating synchronicities. The episode provides tips and tricks on utilizing LinkedIn effectively, making connections authentically, and differentiating oneself from generic sales pitches and messages.

The host also emphasizes the value of having a premium business account on LinkedIn, as it provides additional features and advantages. He encourages listeners to have a professional and complete LinkedIn profile, including relevant information about their business and themselves. Additionally, the episode explains the importance of keeping personal and business life separate on social media platforms, using LinkedIn exclusively for business purposes. The host closes the episode by expressing gratitude to the listeners and their ongoing support, reiterating the necessity of being on LinkedIn and making effective use of it in daily business strategies.

Key Takeaways:

1. Instagram is great for B2C and generating information, but LinkedIn is the preferred social media platform for businesses.
2. LinkedIn is a powerful tool for connecting with other business professionals, building relationships, and finding partnerships.
3. A premium business account on LinkedIn is highly recommended for maximizing its potential.
4. It is important to utilize LinkedIn as part of your daily business strategy and regularly update your profile with accurate and relevant information.
5. LinkedIn can be used as both an active and passive marketing strategy, but it is important to post relevant content and avoid coming across as robotic or spammy.
6. LinkedIn provides the opportunity to connect with industry leaders, CEOs, and decision-makers, making it a valuable resource for business development and sales.
7. Personal branding on LinkedIn is important, and having a professional photo and a well-structured profile can help you stand out from the crowd.
8. Building genuine relationships and providing value to others on LinkedIn is more effective than broad-stroke strategies.
9. Utilizing LinkedIn groups and starting discussions can help generate interest in your product or service.
10. Consistently engaging with LinkedIn and its features, such as InMails, can lead to greater networking opportunities and business growth.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 18 of the Business Development Podcast with host Kelly Kennedy, he welcomes back Colin Christensen as a guest. Kennedy expresses his admiration for Christensen and their previous conversations, highlighting his inspiring and insightful perspective. Christensen shares his desire to learn as much as possible to be helpful to entrepreneurs and reflects on his own journey as an entrepreneur. The conversation touches on the challenges and mistakes entrepreneurs face, and the importance of resilience and learning from failure. Throughout the episode, Christensen shares his personal experiences and advice for navigating the entrepreneurial world.

In the second part of the episode, Kennedy asks Christensen to share a specific story about a major setback he experienced. Christensen recounts his involvement in a golf training center venture and the difficulties they encountered during the economic downturn in 2007 and 2008. He discusses the challenges they faced in raising capital and the need to scale back their plans. Despite the setbacks, Christensen emphasizes the importance of learning from mistakes and staying optimistic in order to come out stronger on the other side. The episode ends with Kennedy expressing his appreciation for Christensen's honesty and sharing his excitement for the valuable lessons and insights gained from the conversation.

Key Takeaways:

1. Failure is a part of entrepreneurship and it is important to learn from your mistakes.
2. It is necessary to adapt and change strategies when faced with setbacks or challenges.
3. Taking risks is a part of being an entrepreneur, but it's important to assess the level of risk and make calculated decisions.
4. It is crucial to have resilience and optimism in order to overcome obstacles and come out stronger.
5. Learning from mentors and seeking advice from experienced entrepreneurs can provide valuable insights and guidance.
6. It is important to have a realistic perspective and expect that not every venture will be successful.
7. Rapid growth and success can be followed by unforeseen challenges, so it is important to plan and prepare for such situations.
8. Building a strong team and seeking support from others is crucial for success in entrepreneurship.
9. Learning from past mistakes can help guide future decisions and strategies.
10. It is important to constantly learn and improve as an entrepreneur.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 17 of the Business Development Podcast with host Kelly Kennedy, he expresses his gratitude to his listeners and introduces Colin Christensen as a guest for the next episode. Kelly emphasizes his passion for active marketing and encourages business development professionals and entrepreneurs not to rely solely on passive marketing strategies. He stresses the importance of building emotional connections with clients and meeting them where they are at, rather than hoping they will stumble upon ads or campaigns. Kelly shares his belief that active marketing, such as direct phone calls and emails, physical brochures, and personal interactions, is the most effective way to market a company, especially for those new to business development. He advocates for creating business-to-business relationships and highlights the benefits of human-to-human connections in marketing.

In this episode, Kelly also mentions the success of the show and the increasing listenership. He invites listeners to stay tuned for the next episode, where he promises valuable advice and insights. Kelly acknowledges that although passive marketing may have some benefits for brand recognition, an active marketing strategy is far more effective in reaching and connecting with customers. He emphasizes the importance of direct contact and personalization in marketing efforts, rather than relying solely on advertisements and digital campaigns. Kelly wraps up the episode by thanking his listeners and expressing his dedication to his role as a business development lead with Capital Business Development.

Key Takeaways:

1. Active marketing is more effective than passive marketing strategies.
2. Building an emotional connection with clients is essential for building relationships and being remembered.
3. Direct contact and personal interaction, such as phone calls and in-person meetings, are crucial for business development.
4. Cold calling is still a valid and effective strategy for generating leads and sales.
5. Brand recognition is important, but should be complemented with active marketing efforts.
6. Meeting potential clients where they are at increases effectiveness and success in business development.
7. Value in business relationships should be measured in the long-term rather than focusing on immediate deals.
8. It is important to approach marketing and business development from a human perspective, emphasizing the importance of personal connections and relationships.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 16 of The Business Development Podcast, host Kelly Kennedy interviews Colin Christensen, a serial entrepreneur with 30 years of experience in starting, funding, and growing businesses. Christensen shares his journey of becoming an entrepreneur and the challenges he faced in marketing his own businesses. Despite making mistakes along the way, he emphasizes the importance of having someone else market your business to avoid the pain of rejection. He also discusses the need for humility and curiosity in entrepreneurship and encourages listeners to have a side hustle to support their goals.

This episode is part one of a two-part series with Colin Christensen, and Kennedy expresses his excitement for having him on the show. Christensen's passion for art and business led him to start various ventures, and the discussion covers his experiences in business development, mentorship, and focusing on the customer's needs. As an advocate for early stage entrepreneurship, Christensen shares valuable advice, tips, and experiences for growing a successful business. Kennedy and Christensen promise listeners an engaging and informative conversation in part two of the series.

Key Takeaways:

1. Marketing one's own business can be incredibly challenging.
2. Being an entrepreneur requires more than just being a business development person.
3. It is important to have mentors and seek advice to avoid making mistakes.
4. Starting a profitable business right from the beginning is crucial.
5. It can be beneficial for entrepreneurs to have someone else market their business.
6. Support and guidance from others, such as family members, can be instrumental in success.
7. Continuous learning and adapting to changes are necessary in entrepreneurship.
8. Understanding and solving customer problems should be a focus for entrepreneurs.
9. Side hustles can be a valuable opportunity for everyone.
10. Humility and curiosity are important attributes for entrepreneurs.
11. Taking action and seeking opportunities are key to success.
12. Following one's passion and interests can lead to business opportunities.
13. Building a network and relationships are important in entrepreneurship.
14. Being open to feedback and guidance from others can help in personal and professional growth.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 15 of The Business Development Podcast, host Kelly Kennedy starts off by expressing gratitude to his guest, Paul, for joining the show. Kelly emphasizes the importance of having a clear goal in business development and discusses the significance of showing interest and care in meetings to build relationships. He advises listeners to consider sending a reminder and relevant marketing materials before a meeting, as well as to always ask for what they want. Kelly shares his preference for in-person meetings and stresses the need to verify that clients have accepted meeting requests. He emphasizes the importance of detailed calendar invites and encourages listeners to do their homework on clients before meetings. Overall, Kelly provides practical tips and insights to help business development professionals improve their meeting strategies and create successful connections.

In the second part, Kelly continues to offer valuable advice for preparing and conducting meetings. He underscores the importance of asking for the meeting and being clear about goals. He recommends having the contact details of clients, including their cell numbers, for easy communication. Kelly suggests arriving early for meetings to review notes and ensure a smooth start. He also encourages listeners to research clients on platforms like LinkedIn and to strive for a good understanding of their backgrounds. Kelly advocates for neutral meeting locations and shows the value of sharing some marketing material with clients. He concludes the episode by reiterating the significance of being prepared, showing care, and continuously learning in the field of business development. Overall, Episode 15 of The Business Development Podcast provides practical tips and insights for leveraging meetings to foster relationships and achieve business goals.

Key Takeaways:

1. It is important to know your goal before scheduling a meeting.
2. Sending a reminder before the meeting and including relevant marketing materials can be beneficial.
3. Clarify the length of time it will take to reach the meeting location.
4. Always verify that the client has accepted the meeting request.
5. Send a detailed calendar invite with all the necessary information.
6. Ask for the meeting and be clear about what you want to achieve.
7. Research the client and company before the meeting.
8. Meeting at a neutral location, such as a restaurant, can be advantageous.
9. Show interest and care by doing some background research on the client.
10. Arrive early to the meeting to review notes and be prepared.
11. Have contact details easily accessible for the client.
12. Text or call the client before the meeting to provide details on where to meet.
13. Attach relevant marketing materials, such as a brochure, to the calendar invite if needed.
14. Be proactive in tracking and following up on meeting requests.
15. Be professional and prepared during the meeting.
16. Always be early for meetings.
17. Have a good understanding of the client's business and services.
18. Keep notes on the purpose of the meeting and any necessary information.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 14 of The Business Development Podcast, host Kelly Kennedy interviews Paul Holah, a business leader with extensive experience in engineering, construction, and project management. Paul shares his insights on building relationships and making connections in the world of business development. He emphasizes the importance of personal relationships and trust when it comes to generating new clients and winning contracts. Paul also discusses the challenges and rewards of working in various locations across Canada, highlighting the need for adaptability and creativity in business development. Listeners can expect to gain actionable advice and tips on how to grow their businesses from this episode.

Overall, Episode 14 of The Business Development Podcast offers valuable insights into the world of business development from the perspective of an experienced leader. Paul Holah's diverse background and wealth of knowledge provide listeners with practical advice on building relationships, navigating challenges, and seizing opportunities in the industry. Whether it's understanding the value of personal connections, overcoming resistance to change, or finding creative ways to make connections, this episode is a must-listen for entrepreneurs and business leaders looking to grow their businesses.

Key Takeaways:

1. It is easier to say yes and explain your yes than to say no and explain the no.
2. Building relationships and making connections is crucial in business development.
3. Business development takes time and patience, and quick wins are not always possible.
4. Trust and credibility are essential in convincing clients to make a change or switch contractors.
5. Generating relationships and establishing connections requires creative thinking.
6. Personal relationships play a significant role in business development.
7. Having a diverse range of experiences and connections can be valuable in business development.
8. Success in business development requires leadership, teamwork, and exemplary work with clients.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 13 of The Business Development Podcast, host Kelly Kennedy expresses gratitude for the support of his listeners and acknowledges the positive impact his podcast has had on their businesses. He thanks Justin LaRocque of ROC Advisors for his support and recommends him for financial advice, highlighting the importance of support and encouragement in continuing his podcast. Kennedy opens up about his own experience with anxiety and stage fright, sharing that even successful businesspeople and entrepreneurs experience these feelings. He emphasizes the importance of consistency and repetition in business development, and encourages listeners to not let anxiety hold them back.

In this episode, Kelly Kennedy discusses the common experience of anxiety and stage fright in relation to business development and entrepreneurship. He shares his personal struggle with anxiety and how it has affected his ability to speak in public and conduct meetings. Kennedy reassures his listeners that experiencing anxiety and stage fright is normal, and encourages them to not let these feelings hinder their success. He emphasizes the importance of practice and repetition in overcoming anxiety and improving public speaking skills. Overall, Kennedy aims to provide support and encouragement to his listeners, while addressing a topic that is often overlooked in traditional education.

Key Takeaways:

1. It is normal to experience stage fright, performance anxiety, or nervousness in business development and public speaking situations.
2. Anxiety and nervousness can be overcome with practice, repetition, and exposure to uncomfortable situations.
3. It is important to seek support and encouragement from others in order to continue and feel great about one's work.
4. Anxiety and nervousness can happen even in successful and accomplished individuals.
5. It is valuable to address and talk about anxiety and performance anxiety in business development and entrepreneurship, as it is a common experience.
6. Consistency and repetition in business development are key to improving and achieving success.
7. It is important to remember that everyone experiences anxiety to some extent and that it never truly goes away completely.
8. It is important to acknowledge and appreciate one's own accomplishments and progress, even if there are always people who are more accomplished or successful.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 12 of The Business Development Podcast, host Kelly Kennedy interviews Justin LaRocque, the CEO of ROC Advisors. Justin, a seasoned entrepreneur and chartered accountant, shares valuable financial advice for growing businesses. The episode delves into the topic of working capital, particularly in Western Canada, where many companies work with large businesses in the oil and gas sector. Justin emphasizes the importance of managing cash flow and offers insights into receivables, payment terms, and factoring options. He also highlights the challenges faced by business owners in handling working capital and provides practical strategies for generating revenue and optimizing expenses. With his extensive experience in finance and his passion for driving change, Justin shares valuable insights that can help businesses navigate the complexities of working capital.

In this episode, Kelly and Justin have an engaging and informative discussion about working capital and its impact on businesses. They touch on various aspects, including payment terms, slow payments, and the need for proper cash flow management. Justin stresses the importance of understanding working capital and provides actionable advice for optimizing it, such as exploring factoring options, generating revenue from old inventory, and seeking shareholder loans. He also highlights the challenges faced by businesses in the oil and gas sector, where delayed payments can significantly impact cash flow. Through their conversation, Kelly and Justin offer valuable insights and strategies that can help businesses effectively manage their working capital and achieve sustainable growth.

Key Takeaways:

1. It is important for businesses to consider working capital and cash flow management.
2. Factoring can be a useful tool for businesses to cover receivables and improve cash flow.
3. It is important for businesses to manage payment terms with clients and ensure timely payments.
4. Large companies, particularly in the oil and gas sector, may have challenges with payment terms and cash flow.
5. It is important for businesses to be proactive in addressing cash flow issues and exploring alternative sources of funding.
6. Proper financial management, including accurate and timely invoicing, is crucial for business success.
7. It is important for businesses to understand the risks and potential challenges associated with rapid growth and contract expansion.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 11 of The Business Development Podcast, host Kelly Kennedy discusses the difference between active and passive marketing strategies. Kennedy emphasizes the importance of active marketing, which involves meeting customers and vendors in person and building relationships. He highlights the effectiveness of active marketing in acquiring new customers, particularly in business-to-business and relationship-based selling. Kennedy also acknowledges the role of passive marketing, such as social media advertising and website promotion, but emphasizes that its main purpose is not to acquire new customers. He shares a personal experience of a business owner who invested a large sum of money in passive marketing but did not see any return on investment. Kennedy concludes by encouraging listeners to focus on active marketing to drive business growth.

In the episode, Kennedy also expresses his gratitude for the support and feedback he has received from listeners. He mentions his interaction with Solace Safety, a company he has been working with, and celebrates their progress. Kennedy mentions the value of face-to-face introductions and emphasizes the importance of consistent active marketing strategies. He emphasizes that active marketing is more effective in reaching out to potential customers and building relationships, as opposed to passive marketing strategies that rely on customers coming to the business independently. Kennedy encourages listeners to consider their current marketing strategies and explore the benefits of active marketing for their businesses.

Key Takeaways:

1. Active marketing is more effective than passive marketing for acquiring new customers.
2. Passive marketing strategies, such as social media advertising and Google AdWords, are still important in the digital age.
3. Business-to-customer (B2C) companies should participate in passive marketing strategies.
4. Active marketing is effective for business-to-business (B2B) and relationship-based selling.
5. Consistency with active marketing strategies leads to success in acquiring new customers.
6. Active marketing allows businesses to reach out to potential customers instead of waiting for them to come to the company.
7. Passive marketing relies on customers coming to the company and requires them to jump through hoops to make contact.
8. Receiving feedback and support from customers is motivating and positive.
9. A website is a passive marketing strategy that provides information about a company.
10. Active marketing is more effective in getting potential customers to take action and make a purchase.
11. Active marketing is particularly important when there is competition from other companies offering similar products or services.
12. Building a relationship and trust with customers is crucial for business success.

Mentioned in this episode:

Hypervac - Revolution Vacuums

In Episode 10 of The Business Development Podcast, host Kelly Kennedy welcomes guest Deanna Kean, President of Solace Safety Solutions. The episode begins with both Kelly and Deanna expressing their gratitude for the support they have received and the success they have achieved in growing their businesses. They reflect on the challenges they faced during the uncertain times of the COVID-19 pandemic and how they had to adapt their strategies to continue providing services to their clients. Deanna shares her passion for safety and the commitment Solace Safety Solutions has in providing qualified and experienced personnel for their clients' needs. They discuss the importance of standing out in the industry and offering unique services to differentiate themselves from competitors.

Throughout the episode, Kelly and Deanna emphasize the value of conviction and belief in what you are selling as a business owner. They share their own experiences in making cold calls, facing rejection, and overcoming the fear of making another phone call. They provide tips and tricks for new entrepreneurs and highlight the importance of continuous learning and growth. They also discuss the challenges they faced in starting their businesses and offer insights into their strategies for success. The episode concludes with both Kelly and Deanna expressing their excitement for the future and their commitment to providing valuable information and experiences to help listeners grow their businesses.

Key Takeaways:

1. Starting a business during uncertain times, like the COVID-19 pandemic, requires adaptability and the ability to switch directions and come up with new plans.
2. Providing excellent customer service and valuing the trust and support of clients is essential for business growth and success.
3. Building conviction and belief in the product or service being sold is crucial for effective pitching and marketing.
4. Learning from mistakes and replicating successes can help new entrepreneurs avoid common pitfalls and achieve desired outcomes.
5. Collaboration and transparency between business owners can bring value and provide tips and tricks for new entrepreneurs.
6. Persistence and overcoming rejection in sales and business development are important for growth and success.
7. Choosing the right clients and being selective in business partnerships can contribute to long-term success.
8. Offering unique services or approaches can help a business stand out and attract attention in a competitive industry.
9. Providing qualified and experienced personnel in a specialized field, like safety consulting, can be a valuable proposition for clients.

Mentioned in this episode:

Hypervac - Revolution Vacuums