You have choices in sales. You can sell to very small companies and build a successful business. On the other hand, you can sell to very large companies and make fewer sales, but have those fewer sales be significantly larger and also grow an incredibly successful business. Most successful salespeople sell to the huge companies.
Three Ideas for Selling to Huge Companies
#1. Get prospect information using a Hoovers or Data.com type service. Information is the key to ultimately closing sales. By using a service that will provide you with information on prospects (e.g., name, title, phone number, e-mail), you’ll be able to target the specific person you need to within an organization.
Don’t go it alone; invest some money in getting the correct and accurate information on that prospect; be sure that the prospect is the highest decision maker for what you aim to sell. So for instance, if you typically sell to directors, challenge yourself to sell to VPs. If you typically sell to VPs, challenge yourself to sell even higher at the “C” suite.
#2. Create a sales campaign to consistently contact that prospect over the course of months.
Most salespeople haphazardly contact prospects throughout the course of the year. Instead of just randomly reaching out, take them through an entire sales campaign. This means organize exactly how many times you intend to contact this prospect over the course of the upcoming year. It may be seven or 10 times.
And it may mean sending a personalized letter and following up with a phone call; sending e-mails; sending product samples in a package; sending out copies of a helpful book, to name a few.
Lay out specifically how often you’re going to contact this person. Be strategic and think of it more as a sales or marketing campaign, rather than just a random set of contacts.
#3. Be sure that your offering is relevant to the size of the company you’re selling to.
So often organizations miss the boat when it comes to selling to a particular sized company. This means that they offer a “one size fits all” package for any different sized company.
The reality is that the really large companies often need something that’s entirely different from what the small companies need. Create an offering that is truly specific and relevant to the size of the company you’re selling to. And don’t be afraid to charge handsomely for that corresponding increase in value.
Big companies aren’t the same as small or even medium sized companies. Don’t rely upon the cookie cutter approach. By applying these three tips to selling to huge companies, you will significantly increase the likelihood of closing that massive sale.
Which of these three tips did you find most useful? Please share below in the comments.