What Startups Need to Know about Business Development with Tim Allen #119

In this episode we visit a Makerspace I’m working out of St. Charles IL called Fox.Build. A Makerspace is sometimes also referred to as hackerspace, hackspace, and fablab as creative, DIY spaces where people can gather to create, invent, and learn. They often have 3D printers, software, electronics, craft and hardware supplies and tools, and more.

In this episode I interview Tim Allen who does sales for his wife Alisa’s business A3 Environmental. Tim also works out of Fox.Build. We talk about the struggles of business startups and how to proceed with business development.

New Startup Business Development

At first you start in first gear, high volume low margin work with the goal of moving to low volume high margin work.

Starting a business is about suffering. Living cheap, doing without, working a lot. Tim is currently cold calling 400 banks in northern IL, finding the right people and trying to get on the approved vendor list.

Cold Calling Sales Process

Finds a list of suspects on LinkedIn.
Remember the job titles, ask directly for the person, when you get the attendant.
Call back using the suspect’s name, it’s easier to get connected

Cold Call Script

Hi my name is Tim and I’m looking for Justin Love, Can I speak with him.

Tim avoids mentioning his company name.

The goal is to build a relationship in a minute and a half. He then sends a request on LinkedIn once he knows he has the right person. He then explains to them who he is, what they do and asks if they do a lot of commercial work.

Both a hunter and farmer

A startup is like a having a baby in that you work on and worry about it all the time. What starting business development you first start hunting, but deals take a long time and a farmer mentality to work them to a sale.

Take Action Sales Advice

Start by finding problems – speed, schedule, quality, cost etc. Then solve them!

How to Find Tim Allen and A3 Environmental

A3 Environmental, LLC (A3E) is a woman-owned, small business founded in 2015 specializing in providing quality environmental services to private entities, as well as federal, state, and local government organizations.

Fox.Build Makerspace website

Tim Allen on LinkedIn