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:

  1. 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.
  2. Get on Their List: You need to know how to get on their list of people to buy from. Your company needs to not only be on the list, but at the top of it and in as many categories as possible for the more interaction and ultimately, MORE TRANSACTIONS. Ask about a procurement program and what you need to do to go through the application process.
  3. Corporate Terminology: You need to learn the company’s unique language and communications methods. These could include report names, buzzwords and even the nicknames they have for their employees.
  4. Fiscal Budgets: It’s essential you know the their fiscal budget and calendar, so you know exactly when they are planning their expenses for the year.

If you need help with any of this, see this two part series for more information:

 

2 Part Series – How To Increase Transactions And Customer Revenue

 

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