STC106 Do big companies want to work with small providers (and how to approach them!)
Do big companies really want to work with us? And if so, how should we approach them? Sharing strategies and techniques for successful engagement with potential clients, Jess empathises with those who feel anxious about reaching out to larger organisations but assures us that change is possible, and big companies are more open to working with small providers than you might think. Pricing is also a major concern, just because you are targeting bigger organisations doesn’t mean that you should undervalue your work, it's crucial to value what you bring to the table and confidently communicate the benefits of your services. Don't worry about approaching big companies [00:13:50] Targeting bigger organisations is nerve-wracking, but beneficial [00:24:50] Proven strategies to sell to big companies [00:35:16] Stakeholders can control budgets without quantifying [00:18:52] The success of selling to both big and small organisations depends on having a proactive and strategic lead generation process that targets qualified leads [00:32:42] Providing you with guidance on how to evaluate the success of your efforts, the episode covers lead generation processes and the importance of measuring key metrics to ensure you’re on the right track, also sharing the insecurities and misconceptions surrounding working with big businesses. In this episode I’m sharing; - Addressing common concerns about working with bigger organisations - Emphasising that prices should not be lowered for bigger companies and encouraging listeners to value their work - Promising to provide guidance on how to track and assess the success of efforts in approaching bigger organisations - Measuring the success of a lead generation process - Identifying when the sales process is broken based on closed opportunities - Difficulties small providers face in working with big companies, particularly in industries organised by central government Key Quotes: Approaching Bigger Organisations: "Oh, you're a big brand, that's nice, but my prices are still my prices." — Jess Lorimer 00:14:2200:14:26 Selling to Bigger Organisations: "Actually selling to bigger organisations in some ways can be a lot easier because of the specificity, because of the fact that they've got so many defined job roles and stakeholders who are responsible for very specific things." — Jess Lorimer 00:26:0600:26:21 Lead Generation: "The success of your lead generation is only determined by the amount of sales calls that you are booking." — Jess Lorimer 00:28:2600:28:35 Key Resources Mentioned in this Episode: Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now. Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects. If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. Click here if you would like to listen to my recent TEDx talk.