STC111: 5 awkward myths about selling to corporate companies
In today’s episode Jess is debunking some common myths about selling to corporate companies and sharing valuable insights based on their experience and that of their clients, focusing on topics such as payment terms, boundaries, and the importance of sales skills. We'll also discuss the impact of factors like diversity, equity, and inclusion (DEI), as well as the evolving buying patterns in specific locations. Myth 1: Corporates take a long time to buy from freelancers. This is simply not true! Based on my experience and that of my clients, I can assure you that corporates do not drag out the buying process unnecessarily. I'll be sharing insights on the average time it takes, key factors that can impact the speed of sales, and tips for accelerating the process. (5:45) Myth 2: Corporate companies always want to pay the least possible or don't value your products/services. While negotiations are a part of working with corporate organisations, it doesn't mean they don't value what you offer. In fact, I'll be discussing ways to effectively negotiate, price your services competitively, and articulate your value to make the purchase commercially critical for corporates.(9:12) Myth 3: Big companies are difficult to work with. This misconception has been perpetuated for far too long. I've found that smaller suppliers are often preferred by corporate companies due to their agility and ability to deliver expertise and value without unnecessary bureaucracy. I'll be sharing strategies for positioning yourself as a valuable and trusted partner to corporate organisations. (26:25) In this episode I’m sharing: Impact of well-being, diversity, equity, and inclusion initiatives on corporate buying Shift in career choices from influencers to selling to corporate organisations Factors influencing sales efficiency and the importance of sales skills Entrepreneurial misconceptions about corporate negotiations Details about the upcoming masterclass and research results Key Quotes; I've had lots of people give me reasons that they genuinely believe that they shouldn't be selling to corporate companies or, and this is more uncomfortable, ways that they justify to themselves that corporate companies are just not buying, and therefore, the sales process is not working. — Jess Lorimer 00:04:3100:04:57 One of the things that's always interesting to me is that when we feel under confident in our sales strategy, we look for reasons that give us reassurance that the things we're doing are right, even when they're not. And that sucks because we look for the narratives that make us feel comfortable and good rather than the narratives that point out where we might be able to grow and learn." — Jess Lorimer 00:35:2400:35:49 Corporate companies historically have been open to negotiation ... making decisions based on successful negotiations. — Jess Lorimer 00:36:3600:36:41 Master Class on Generating B2B Sales: We're gonna be talking about the main elements that you need to have set up in your sales process to generate your 1st 100 k of B2B sales. — Jess Lorimer 00:02:1100:02:18 Key Resources Mentioned in this Episode: How to make your first 100K in B2B sales! Click here to register for the free live masterclass to support you in making your first 100K in revenue from corporate clients! Converting Corporates is back and it’s going to be bigger and better! If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here. 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. Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients. 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. Connect with me on LinkedIn. 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.