For many small business owners, sold to a US company, is the game changed? Every year, corporations in the United States spent more than $ 2 trillion $ buy products and services from other companies. About 60 percent of large companies in the United States actively sought to increase their spending on goods and services purchased from small business owners. According to the National Council of Economy, Trade within two years, in addition to client's first company to own small businesses, women entrepreneurs who have increased revenues 266.4% in average. Presumably, it's about the same for male entrepreneurs. I help my clients to tap into this market trillion dollars of global corporations.
... These same companies are responsible for creating 60 percent of all revenue made by the US ...
But it's not always easy to get your foot in the door with big companies, even with a commitment to increase its purchases from small businesses. Here are my tips for the company to break this code to 8.73 trillion $ market, which often can be scary.
Create and execute your plan:
The company, with about 18,000 in the country, which have 500 or more employees on their payroll - and these same companies are responsible for creating 60 percent of all revenue made by US companies. Which makes it very attractive, although very large, a target market.
For small business owners, approaching the market of this size in random mode expensive, time-consuming and inefficient. So the first step towards the construction of the pipeline full of customers of the company is to develop a clear marketing plan and then work the plan. Given that the busy work environment insane today, it may take up to 12 points with a prospect before getting meaningful conversation. Map out the companies that will be targeted and when and how the interaction will occur 12. Your persistence will pay off in spades.
Do not try to sell:
It sounds, but do not try to sell the company to your service provider immediately can sometimes lead to more rapidly than sales pitch hard-nosed. Here's how it might work. You see a news report about a company in a situation where you need to be well equipped to help with. You call the affected department has said that you have seen news coverage and offers to your email address on the resources that may be helpful to them. Without trying to schedule an appointment, talk about your services, or make a sale, you've finished the call.
On the other end of the phone is confusing, though the unhappy decision of the company, which is now classified as a problem, not a seller that a pushy. This makes dividend in the bank for the next time you reach out.
Hyperlocal thought:
Tony Robbins, a coach renowned success is often pointed out that: proximity is power. "It's a lot easier to get a face-to-face with key decision-making that is in the same city as you, where networking opportunities and relationship building.
It's also more likely that you will know someone who knows someone at the company you are trying to access. Never underestimate the power of guidelines this summer. This not only reduces the time it takes to reach the desired point of communication, but it also humanizes you, so you do not disturb "sales" person. Suddenly, you have a friend.
Most importantly, a new study suggests that people's decisions have put considerable weight on the vendors to locate their offices when making a purchase.
If there is a door to walk through it ...
Sold to a spark:
The biggest obstacle to the company's sales to customers today is that people inside are just not busy, frenzied them. Small business owners are successful strongly that landed clients in not only understand this but they do a very smart: their time pitch its sales to match up with what you decide, your company has been preoccupied with when that at the time. I call this concept "Sparks said.
Stay in the know, a lot easier than it may seem. Founded Google Alerts, you can keep an eye on the relevant press releases and news about your target customers. As a result, your pitch will be more targeted and timely manner, and you will likely get a lot of response.
Break the rule:
There is a right way to sell to corporate customers. Does have some very different ways, but you must follow your gut instinct. If there is a door open to walk through it. If you have an idea, give it a whirl. Some of the agreements, the company's profit as much I know is closed by closing the marketing strategy and the walls, of course, sometimes even a little bit of luck. The only thing that is certain is that if you do not put yourself in this game, you stand a chance of winning.
Harnessing her 15+ years of work has been awarded the world's leading corporations, Angelique Rewers, ABC, APR, is the executive director of the company's agent and founder of Small Business Conference EDGE inside. She teaches business owners how to stop single out customers who lack the budget and instead landed a lucrative contract. Having successfully navigated the company's procurement process from both sides of the table, the purchase offers confidentiality Angelique "source" and the strategies that make this market more than 2 trillion $ accessible to all.