BDRs qualify leads and prospects through existing accounts to generate new business opportunities to engage with potential customers.
As part of this process, they optimize all marketing channels and regularly generate qualified leads for the sales team.
Business development representatives are crucial for any corporation looking to establish inbound possibilities. To do this, they are responsible for ensuring every channel is optimized and providing a constant flow of leads.
Despite producing leads, business development representatives do not actually convert them. The sales team is in charge of that. BDRs assist your sales representatives by creating a solid inbound strategy.
Additionally, business development representatives don't prioritize organic leads. Instead, they search for untapped, fresh opportunities to aid your market expansion and lead generation.
Consider them the company's front line, generating curiosity from potential customers who may not even be aware of their need for your products.
BDRs are responsible for three main outcomes:
- Discover new leads
- Qualify them
- Connect them to senior sales members (such as an account executive)
Here are a few of the fundamental ways BDRs achieve this:
Research. BDRs search for untapped markets and identify new channels where your ideal customer hangs out. Client profiles, behavioral data, and insights are all used to identify fresh lead generation possibilities. They also carefully examine rivals to hunt for potential prospects.
Lead Generation. BDRs also compile prospect lists and analyze customer information. While this phase isn't particularly exciting, it's essential in the long run because a BDR's success depends on the caliber of their prospects.
Cold Calls & Emails. One of the best methods for connecting with prospective leads is cold calling. Although it's frequently misunderstood, cold calling produces unmatched results. Another effective strategy for generating leads and testing a new market is cold emailing. BDRs are skilled at creating effective email campaigns and cold emails.
Networking. It should come as no surprise that the majority of BDRs are "people" people, given all the rhetoric of outreach. Because of this, they frequently get leads through networking. They are skilled at starting discussions, creating connections, and fostering trust because they are excellent networkers.
Social Selling. A great BDR understands how crucial it is to connect with people where they are, which is most frequently on social media.
BDRs can establish themselves as experts in their fields and demonstrate their market knowledge by using these channels. They are also strategic in that they choose which platforms to use and when to use them.
There are a lot of skills that BDRs need to be able to sell their products or services to their target audience, and this all starts with a good understanding of their industry.
Additionally, they need to understand the challenges and trends in their market, the pain points their target audience faces, and the solutions they need.
It's not enough to have these skills alone.
BDRs also need the following:
Interpersonal Skills. Strong interpersonal and communication skills are essential for BDR success. They should be able to communicate with all team members and company stakeholders in addition to potential leads. They also need the confidence to speak with potential customers on the phone.
Creativity. The success of this position depends on the BDR's ability to develop original ideas to reach their target audience. They must also be able to make prospects interested in the company's products or services, and respond creatively to objections. This requires thinking outside the box.
Adaptability. BDRs spend a considerable amount of time engaging with prospects from different walks of life, so they must be able to adapt to any situation. It is also necessary for them to do so very quickly, in order to meet the expectations of their prospects.
Active listening. Active listening is one of the essential skills that BDRs need to possess in order to be able to hear not only what is being said, but also what is not being said. When a BDR understands what a prospect is trying to communicate, he or she can confront objections head-on.
Persistence. Cold calls and cold emails can often take a lot of time before a BDR gets someone truly interested. Great BDRs can handle rejection and hone their skills to increase their success rate despite rejection. Since they know that lead generation is a long-term proposition, they are patient and persistent because they understand that it can take time for them to achieve their goals.