4 Tips for Landing Big Corporate Clients
Your business may be small, but your clients don’t have to be small. Landing a big corporate client can increase your revenue by 266% within the first two years of making a sale.
But landing such a big client can be intimidating to small business owners. Use the tips below to find and reel in your next big corporate client.
1. Make a Plan. Take Action
There are about 18,000 U.S. companies with more than 500 employees. These companies account for 60% of the revenue produced by American companies. That’s a large market, and approaching it in a random fashion will only set you up for failure.
Develop a clear marketing plan, and then take action.
2. Make it Easy to Jump on Board
Be prepared for large clients by making it easy to jump on board. Don’t make potential clients jump through hoops to order products or use your service.
Take a look at AvaCare Medical. They make it easy for large corporate clients to create an account and purchase items. Instead of requiring these clients to pay for orders upfront, they offer NET 30 terms.
A large client can easily take its business somewhere else. Make it as easy as possible to get what they need.
3. Start Local
Start with the big fish in your pond. There’s a good chance that you’ll know someone who knows someone at one of these companies. Having an “in” will make it easier to talk to the decision makers, and you’ll be viewed as a friendly face – not a stranger with a hidden agenda.
Studies have shown that corporate decision makers put a lot of weight on a vendor’s location. The closer you are, the more attractive your products and/or services will be to the company.
4. Research Your Targets and Get Personal
In a way, this process is no different from trying to land a job. And when you’re trying to land a job, what do you do? You research the company, and you find ways to make your interactions more personal.
When doing your research, determine the company’s strengths and weaknesses. Find out about their future plans and the company’s history.
When you know the company’s pain points, you can present your product as a solution to their problem.
It’s also important to look into the health and future growth of the company. If it’s a public entity, you can read through their annual report. Also, look for mentions in the press to see where the company is headed.
Research should also include looking into the company’s decision makers. Senior employees are often mentioned in press releases or company news postings. Search for these individuals on social media platforms, like Twitter and LinkedIn. Gather as much information as you can from these sources to find some common ground. Knowing a little bit about the person will make it easier to break the ice and get the conversation moving in the right direction.
Landing a corporate client may take some planning and time, but the boost in revenue and brand awareness will make it worth the effort.
