Who’s Your Most Appropriate Sales MVP for the Job at Hand?

In the last post, we talked about making first contact with your prospective clients and how to make a positive first impression. In this post, we’re going to talk about feeling out the personality of your prospective large clients to match them with the appropriate salesperson. You need to do this in two steps: Profile your salespeoples’ personalities. Match the right salesperson to your target prospects. There are essentially three different selling personalities: The Sage The Pal The Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease. In

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First Contact Equals First Impression!

In our last blog post, we talked about how to capture those large clients and prepare for the first contact you’ll make with them.  Remember that: This first contact is essential to your success. You need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise. Today, we’ll actually go through the correct approach and how to make that perfect first impression. Before you put together your approach plan, you need to create the prioritized list of prospects. Take a look

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Know Who Writes the Checks

In our last blog post we talked about how to bring the big-company mindset into your business and to your team, and how it will help you overcome the mental obstacles that will keep you from being successful. Two of the most important things to know about your high-profile clients is their purchasing habits and procedures. Following this thought, there are four main things you need to monitor and address in order to be successful: Purchasing Responsibilities: You need to know who has influence over purchasing, who does the actual buying and who can kill a deal if they want.

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Becoming One With the Big Company Mindset to Win Big Clients

In the last post we started our series on acquiring larger clients that will sustain your business over the long run. Today we’re going to take that a step further by talking about how to understand and think and conduct your business like a “large client” company and how that can help you plan your approach and find success. Before you can start the process of landing these types of clients, you have to make sure your entire team is onboard with your approach and vision. Here are six key ways to finding big client success. They are: First Impression:

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Managing your Business Velocity and Trajectory

There are a number of factors to take into consideration when prepping yourself and your company to land the largest clients you’ll ever work with. In this week’s post, we’re going to start with a brief look at the three paths every business can maneuver, and show you which one is the better path to success. Then we’ll talk about the mindset it takes to attract the big fish. There are three velocities a business owner may find themselves engaged in at any given point in their business lifecycle: A Snail’s Pace Shooting Star Catch the Big Fish A Snail’s

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