Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Bernadette Pannier, CEO of Barone Pannier Consulting, located in Doraville, GA, USA.
What's your business, and who are your customers?
After a 20-year career in sales and business development, I started speaking at local networking groups to small business owners about how they can use the methods of enterprise companies to increase their sales. By late 2019 I had decided I was ready to plan an exit from the corporate world into my own business. However, things changed quickly in January 2020; my husband of 3 years was diagnosed with cancer and given only a few months to live. It became very clear very quickly that I could not work a full-time job and care for my husband correctly. I say that multitasking is the task of doing many things at once but none of them well. After six weeks of attempting to maintain my sales position and caring for my husband, who by now had brain surgery and started radiation and immunotherapy, I was strung out, tired, worried, and burnt out. By March, I had parted from the corporate position and set up my own consulting firm.
I started with training clients on using social media, Zoom, and video. Since, as a country, it was our first of many moments where we would need to learn how to pivot to continue our businesses, this is where I started. I quickly was able to replace my income, grow clients, and best care for my husband. In the summer, I was consulting clients about lead generation, business development, and sales process, as well as speaking from my home via video globally and growing my company to a multi 6 figure business. Telling my clients and audience to continue to show up on camera to grow.
My husband was ill, and we were very worried about what the future held but determined to fight and win! I'm happy to say that in 2022 my husband fought his way out and is recovering. He still has cancer. However, it is no longer winning. I now have clients from all over our country and Europe. I specialize in business development, especially in outbound lead generation, the process of growing a company's brand, marketing, and sales to increase revenue. My clients range from start-ups to multiple million dollars. At any size, the challenges are the same:
What type of clients are needed?
Where can they find those clients?
Decreasing the sales cycle!
Increasing revenue!
Now in 2022, I will support my clients with the process of using social media, digital marketing, software, and lead generation to increase their sales. I enjoy my clients, my freedom to work from anywhere, and the health of my husband. And I still show up, even on the hard days. Because if I won't show up for my clients, who will?
Tell us about yourself
The first reason for creating my own company was to devote more time to the health of my husband. It motivates me every day! However, I see a true disconnect in the industry on how to reach better clients, decreasing the client journey and thus decreasing the sales cycle. A big part of what I teach my clients is about their messaging. Is it correct for your ideal client? Are you reaching them on the right platforms? And most importantly, I ask how often are you adjusting the message to keep up with the market?
I didn't like what I saw from SDRs and AEs in the market spam; type direct messaging with no education to them. And worse micro-businesses owners are all over the place with their messaging. I say focus on your niche!
What's your biggest accomplishment as a business owner?
I love when my clients make money. In the last year, 2 of my clients had huge mergers; I have another client that hit their first million-dollar year, and only a for weeks ago, one shared with me they are now 25% over projected numbers in sales. These are big wins for me!
What's one of the hardest things that come with being a business owner?
Struggles are always around; I find that during these moments, you must show up and continue on. At the same time, we don't know day by day what may come. I have worked from the infusion room, hospital bedside, and even beachfront. I say I only need electricity and Wi-Fi to do my job; this is very true. And it's hard when even that I can't find.
I have hosted events, trained clients, and held sales calls, all while my husband was ill. I would like to say most didn't even notice. The other side of learning about becoming a CEO of your own company is the details. I have had clients walk away mid-negotiation, clients cancel in the middle of a contract due to funding and staffing issues, and I have had clients take my ideas and use them without hiring me. In all these moments, I have learned from and taken action to not make the same mistakes again.
But, in general, I have been very lucky; I have closed multi-figure deals, my clients have made hundreds of thousands of dollars, and even a few have been able to sell for a high market value.
What are the top tips you'd give to anyone looking to start, run and grow a business today?
- Your weakest link is what will hurt you the most. Figure it out and hire a person to balance you. No matter if that person is a VA, salesperson, coach, or consultant. Make a move and invest in yourself. Yes, it's hard; if it wasn't, we would all run our own companies. Get up every day ready for a challenge. Be prepared each day to accommodate pop-up tasks.
- Saying NO is a form of self-care. It is okay to turn down business, say no to a call outside your hours, and no to a task that is not what you do.
Clients will try to take more from you than you can or are willing to offer. - Set boundaries early and stand by them. And last, take time. Take time for yourself, your family, and your friends. Go for a walk, meditation is great, or get a message. You need time to recharge.
Is there anything else you'd like to share?
I'm so proud that during all of this, I wrote a book about our story. It launched in September 2021. And hit number one! It's called Manifesting Queen, a collaborative book with other women. We share our stories about overcoming challenges to achieve a great life. It is very powerful, and I'm so happy I did it.
In January of 2022, I was asked to join the board of Dear Deanndra; it is a youth development program to empower teens to practice safe dating habits to prevent them from domestic violence, rape, substance abuse, teen pregnancy, and mental health issues. To me, it's the program that I wish that myself, Deanndra, and other women who have been victimized were in so that we could have the tools and mindset to stop it. I'm no wallflower, so I tend to enjoy networking, speaking, and fundraising. So if you ever need someone, please reach out. I am happy to help.
Where can people find you and your business?
Website: https://bernadettebpannier.com/
Facebook: https://www.facebook.com/groups/sparkleinsales
Instagram: https://www.instagram.com/bernadettepannier.co/
LinkedIn: https://www.linkedin.com/in/bernadettepannier/
If you like what you've read here and have your own story as a solo or small business entrepreneur that you'd like to share, then please answer these interview questions. We'd love to feature your journey on these pages.
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