How to sell better to big companies

It can be a real turning point, securing your first big order.

Whether you are a cheesecake factory trying to win an initial order from a food market or a small IT firm pitching to supply software for a major banking group (yes, like us), doing business with a “big fish” will bring you credibility, financial resources and confidence to grow. Besides that, such an experience delivers leverage to get a foot in the door with another big one.

Talking about “big fishes”, size doesn’t always matter: you’re still talking to a person. Don’t use technical language and industrial jargon.

According to Chris Sacca, the founder of VC firm Lowercase Capital, and an early investor in Uber, Twitter and Instagram, the key is, “enterprise doesn’t have to be soulless”. Attach a narrative to a true problem you’re trying to solve and why you’re doing it better than everybody else. There’s no need to waste time citing meaningless statistics or using buzzwords from Gartner reports.”

Make sure you have the expertise

If your company is small, your expertise should be huge.

When people look for expertise, they want the person who literally wrote the bible on the subject. Produce expertise level content and publish it in big publications, niche markets and bring it forward at conferences.

You need to change the game, you don’t have their resources, so don’t compete in their traditional ways. If you are a small camping tent manufacturer, send your sales rep to the biggest camping store during winter, let him put one of your tents up and camp in front of the store until he closes the deal. Cheaper than standing on a trade fair with no guarantee of a deal, right?! Originality and balls are key here.

Provide an easy process

Big companies are slow vessels that shift slowly towards decisions. Ensure them you are going the extra mile to anticipate their needs. Eliminate the obstacles they’ll face and provide solutions before they even ask. Customize your service to please the decision maker and make not only yourself, but your contract look good too.

Best case scenario: you’re the coke in their cola, you’re the violin to their orchestra, you’re their secret weapon. You are small, agile and you are more flexible. You’re a cost so they will pay attention to you. Use your advantages to the fullest and convince them you can do what no one else can. Land that biggie, no more smalls.

For help with your pitches and presentations get in touch with Audience Advantage.

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