Five Ways to Secure Corporate Clients
For any small business owner that aspires to grow a profitable and thriving enterprise, there’s one sure way to make it happen much faster: target and land high-paying Corporate clients accounts.
Clients are the life blood of any business, so when you secure lucrative corporate accounts with volume orders of your products again and again, that immediately puts your business in a position of strength.
Regular customers who may purchase sporadically just won’t assure enough steady profits to keep your ship sailing and your profits growing. That’s why targeting and landing high paying corporate client accounts is a smart move for any business owner.
Here are ways to attract Corporate clients to your business:
1. Shift Your Focus Locally
For an easier head start, target your local Corporates first. It’s a lot easier for you to get face to face with Corporate decision makers who are in the same city as you. Make use of your network. It’s always possible that you know someone who knows a person working on your prospect company. If that’s the case, take advantage of the power of warm introduction. This will help you reduce time consumed to reach your desired point of contact. There are also marketing studies that show Corporate decision makers tend to make location a big deal when they make buying decisions.
2. Don’t try to sell them anything.
It sounds counterproductive, but not trying to sell a company on your services immediately can sometimes lead to a sale more quickly than a hard-nosed sales pitch.
Here’s how it can work. You see a news report about a company in a situation that you are well equipped to help with. You call the head of the affected department, mention that you saw the news coverage and offer to e-mail over a resource that might be helpful to them. Without trying to schedule an appointment, talk about your services, or make a sale, you end the call.
On the other end of the phone is a bewildered albeit happy corporate decision-maker who now views you as a problem solver, not as a pushy salesperson. This puts dividends in the bank for the next time you reach out.
3. Timing is everything.
The biggest obstacle to selling to corporate clients today is that people on the inside aren’t just busy, they’re frenzied. Small-business owners who are highly successful in landing corporate clients not only understand this, but they also do something very smart: They time their sales pitches to match up with what corporate decision makers are preoccupied with at that very moment in time.
Staying in the know is a lot easier than it may seem. By setting up Google alerts you can keep an eye on relevant press releases and news articles about your target clients. As a result, your pitches will be more targeted and timely, and you’re much more likely to get a response.
4. Establish Your Personal Brand
You probably have already decided about your company brand, but have you given a thought about your personal brand yet? When dealing with Corporate clients, prices aren’t always the only factor decision-makers consider. They actually make key choices according to reputation and relationships. The more of a thought speaker you consider yourself to be, the more likely the Corporate decision makers will be influenced to buy into your marketing words.
5. Take the road less traveled
Sometimes the best door into a corporate client is the one that no one else considers. Pretend for a moment that you’re a health and wellness expert, and you’d like to sell your services to a large company. Who at the company would you contact? Common sense might say the human resources department. But guess what? A hundred other wellness experts are thinking the very same thing.
In this scenario, the road less traveled might lead you to the head of the company’s customer service department. Research shows that happy, healthy employees treat customers better. This leads to as much as an 85% increase in corporate profitability. This customer service director may be quite happy to hear from you.
The bottom line here is that decision-makers exist all throughout corporations. Find the more creative points of entry and you can often rise above the noise.
Finally, don’t try to be a mind reader. Discuss the precise needs, outline a strategy to solve their problem and gather a brief from your prospective client rather than assuming what their needs are likely to be. When you’ve gathered all of your information, pitch a comprehensive plan highlighting the benefits to the business.
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