How To Approach Big Companies For Business?
A small business can bag the big fish as business clients. Landing a big client can significantly boost the revenue of a small business. However, large clients come with some challenges to the small business.
- Getting a contact person in the company can be hard
- The sales process is significantly different from the one you are using to get smaller clients
- You require adequate planning and preparation to solve complex issues
- You will need to comply with the company’s terms of business.
How to Approach Big Companies
Notice Opportunities
It is essential to apply a personalized approach when going after a large client rather than mass strategies. It would help if you targeted corporate clients individually by doing detailed research and then contacting them with customized proposals according to their needs. Landing one big client could have you raking in top dollar, making a personalized approach worth the investment of time and resources.
Write Your List Of Potential Clients
Begin by researching the business companies you would love to partner with and may be interested in what you are selling. Your niche or area of the profession will greatly guide this research. Next, come up with a list of all those potential clients even if they are not actively hiring or you do not know who to contact. That is not important at this stage. Also, do not let your location limit you.
Research Your First Potential Client
You need to find more details concerning the client. Learn what they do, their history, vision, strengths, and weaknesses. Knowing all these facts will help you prepare a customized proposal to address your potential client’s needs and help the company achieve its goal. If you can find the company’s annual report, the better.
An annual report is a treasure trove of information on the company’s finances, objectives, structure, and priorities. Also, check out trade journals, reports by analysts, and mentions of the company in the press for detailed information.
Also, ensure to find the contact person for the company.
Prepare Your Pitch
You only have one shot to impress the hiring manager. Therefore, it is essential to take your time to draft a winning pitch. Here’s how to write a pitch:
Introduction
The introduction should not be plastered with too much information about your achievements or your company’s history. Write up a summary.
Exude confidence
Confidence shows the buyer that you are sure about what you are selling. Therefore, avoid any words or phrases that could portray doubt in your pitch.
Sell value
Value is unmatched by price. So, ensure you reiterate the value of your product to the company.
Backup your product
It’s crucial to stand behind your product to build trust with the company. Use guarantees to ensure buyer confidence. Also, ensure your product solves the problems you have included in your pitch. Whenever possible, get ahead of your target clients’ potential problems. If you can anticipate them, you can address them appropriately.
It is important to listen actively. When you listen to understand, you are better placed to address concerns correctly. Then, once you finish the first potential client, rinse and repeat the process.