Switchfast Blog: The Future of IT
Small Business Selling: Tips on How to Land a Big Account
Thursday, December 22, 2011 by Jacqueline Gargaro
Many small businesses end up taking a dive when attempting to
sell to big corporations. What does it really take to land an
account with a Fortune 500 Company? Here are some tips that are
sure to help you succeed:
Look the Part: It's important to have
professional sales tools. Typically, these components make up your
company's first impression. Start by having a great logo and
business card. Create a company e-mail address that uses your
company's name (addresses such as yahoo, Gmail, etc. look
unprofessional or not credible). Prepare customer testimonials,
case studies, white papers and webinars to enhance your value.
Lastly, make sure your social media presence accurately reflects
the quality of your company and your personal professionalism.
Focus: Narrow your target and choose 10 or less
big companies whose business you really want to obtain. Big
companies that are similar to your best customers are more likely
to understand and benefit from your value proposition.
Be Prepared: Learn everything you can about the
prospective big businesses. Be familiar with their website, read
news articles about them, buy their products and follow them on
social media sites like Facebook, Twitter and LinkedIn. Attend
tradeshows and make it a point to visit their booths. Be an expert
on their competition so you can determine how you are able to add
value to what they do. Additionally, have your financials in order.
Companies that are bigger than yours will look at you as being a
risk, so their buyers will investigate your credit when you land
the account and on a regular basis.
Perfect Your Pitch: Have your short pitch
perfected and ready to go. This will be a necessity in the halls of
big-company vendor departments -- especially during supplier
events. Know what your company does best and what it stands for and
make that clear and concise. Be able to explain in a minute or less
what you do and why your company is the better alternative. It's
crucial to not ask what the corporation needs, but instead inform
them what you do well and why your company is the right choice for
them. To help convey your unique value even more, talk to your
current customers ahead of time to learn why they do business with
you and what it is they value most about your company's solution or
product.
Network: Find out which of your connections
also knows your prospective big businesses. LinkedIn is a great
tool to use to get connected to buyers at big companies. Utilize
current customers, colleagues and vendors to introduce you to the
people you want to meet. It's all about who you know!
Follow Up: Buyers are busy, so it's important
to be persistent. Don't be a pest, but make it clear that you are
serious about doing business with them. For example, ask questions
like, "What's the best way for me to follow up with you?" Then, set
up a contact strategy for yourself and keep at it. Patience is
going to be important, but the payoff will be well worth the
effort.
If your business needs help obtaining more business leads, feel
free to contact Switchfast at 773.241.3007.
Until next time -
Jacqueline Gargaro
Switchfast Technologies
Chicago IT Support &
Consulting
DC IT Support &
Consulting
Outsourced Marketing Services
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