In today’s current marketplace and with the growing use of the Internet, landing that next big client requires a lot of time and preparation considering the large amount of competition that business owners now face. That means being considered for a new project requires newcomers to bring their “A” game. Those who put forth the effort to do what it takes to attract and land large clients are the ones who reap the benefits of obtaining a potentially long-term project. This is especially true for those who have discovered how lucrative Enterprise Sales can be as it relates to pursuing and securing multi-year projects – typically by going through an official and often lengthy RFP process.
Many large companies have obtained large, stable clients by using this process. If you’re interested in ways you can land your next big client, please read further, where we provide three tips on how you can go about it.
- Allow Your Reputation to Proceed You
In today’s social media driven society, it’s very easy for a high caliber, major client to perform research before contracting with a company. That means maintaining a great reputation online with great outcomes and testimonials at minimum. Displaying prestige, leadership and visibility in your perspective marketplace significantly influences the buying decisions according to Business Collective. This allows major clients to get a feel of your capabilities before bringing you on board. Having an online portfolio is a telltale sign of your ability to perform high-quality work.
According to William Beachy, the President at Go Media, aligning yourself with strategic partners with whom you can collaborate your efforts is also a great way to make you appear stronger than you really are. This is a sign that you have a qualified team capable of fulfilling orders which builds both trust and confidence.
- Display Perseverance and Strength during the Sales Engagement Process
Oftentimes smaller companies show far too many signs of their inability to carry out an order through completion. This scares major clients off and causes them to look to more experienced vendors to carry out the order.
Many major clients have requirements in place for those interested in doing business with them. This typically eliminates smaller businesses who cannot afford to meet those requirements. They are typically laid out in an RFP and include areas such as:
- Business insurance
- Three to five years of historical financial statements
- Major players and key management team members
- Your overall staff and personnel
- Similar contracts that you’ve completed in the past (if any)
Having these areas in place are just a few signs as to whether or not you’re capable of carrying of fulfilling the order.
Additionally, business owners who cannot withstand the grueling due diligence process that is required prior to landing larger clients will also be eliminated from the sales process.
Many fall by the wayside due to lack of resources to persevere during this process (that could take between 6 to 12 months) before finally engaging with larger clients. The key here is to allow yourself to have enough lead way so that your company can sustain itself during the wait.
- Use finesse During Your Approach
Although it’s important to be aggressive as a business owner, there is a fine line with respect to approaching and acquiring a major client. Many people do not want to feel forced or pressured into making a buying decision. Thus the right approach is critical when attempting to land a large client.
A great deal of it has to do with relationship building which also takes time as well as more of how you can solve the clients problem and less of the client purchasing your product or service. Following the major client’s sales process and procedures and (not your own) is also critical.
Finally, obtaining this information in advance will help you obtain the right approach towards landing your next big client without overwhelming them or overstepping your boundaries by going outside of their sales process.
by: Vincent Stokes