If you running a start-up or a small business, the first thing you focus on is to increase your sales & revenue. It’s not necessary to wait for your organization to grow in order to tap big companies to sell your product/services. Selling to large enterprises will increase revenue & profile in a much faster way.
The faster way to get your foot in the door is to figure out of your own product/services addresses your prospect’s urgent and compelling needs.
You will have a lot of competition however you will have to figure out how your company is truly unique. Every small or start-up business will want to grow big and you need to illustrate what makes your company different.
As we normally do not ask to marry someone on the first date unless you are sure about it, you cannot ask a prospect to give you an order on your first connection. Develop solid relationships with your prospect. Every single time you communicate with your prospect, you make an impression.
When the prospect comes up with a question about your product, services, proposals, service terms, or anything else, you need to have the best answer. Do your research about your prospect before you make an approach.
Selling to big companies isn’t as difficult as it might seems, if you know how to approach the right connect. Understand their decision making process.
Lastly, I have been following Jill Konrathshe is a sales expert, also a frequent speaker at sales conferences and author of some of the best selling books on Sales Strategy.
Her book: Selling to Big Companies will help you discover how to
- Target the right accounts.
- Create Sales messaging that works.
- Develop an effective, multi-faceted account-entry campaign.
- Have powerful initial sales meetings that build unstoppable momentum.
Allen Mutum 