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5 Selling Strategies to Reach Big Corporations

Staying in the know is a lot easier than it may seem. By setting up Google alerts you can keep an eye on relevant press releases and news articles about your target clients. As a result, your pitches will be more targeted and timely, and you're much more likely to get a response. It sounds counterproductive, but not trying to sell a company on your services immediately can sometimes lead to a sale more quickly than a hard-nosed sales pitch.

Here's how it can work.

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You see a news report about a company in a situation that you are well equipped to help with. You call the head of the affected department, mention that you saw the news coverage and offer to e-mail over a resource that might be helpful to them. Without trying to schedule an appointment, talk about your services, or make a sale, you end the call. On the other end of the phone is a bewildered albeit happy corporate decision-maker who now views you as a problem solver, not as a pushy salesperson. This puts dividends in the bank for the next time you reach out.

Parents will attest to the fact that a toddler's favorite question is, "Why? Little did we know it back then, but as kids, we were practicing one of the most effective approaches to help clients understand their needs. Drilling down by asking your prospects, "Why?

Selling to Big Companies

Even better, you're positioning yourself as a trusted, strategic partner before they client has hired you. An amazing transformation often happens when small-business owners reach the point when it's time to close the deal. Driven by fear, they suddenly they go from being a charasmatic and open to being bashful, and trying to be a mind reader rather than discussing precise terms of the deal.

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But to get deals closed quickly, you need to roll up your sleeves, get specific with clients and, above all, not shy away from talking about their investment amount. Addressing the money issue early in the conversation will bring fewer surprises later, which is better for both you and the client.

Seven tips for selling to large companies

This is the tip of the iceberg. Rewers was on my Internet radio show last week and gave away a wealth of information. Write drafts of the emails they may need to send to their bosses. To a big company, a small budget commands full attention. Entrepreneur Media, Inc. In order to understand how people use our site generally, and to create more valuable experiences for you, we may collect data about your use of this site both directly and through our partners.


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