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Tip of the Day - How To Target the Big Clients

Filed under: Tip of the Day

Target Big ClientsWhen it comes to sales and marketing, it’s nice to have a steady stream of business from small- and medium-sized accounts, but it’s also nice to catch that big fish, know whatta mean? Counselor’s July Blueprint newsletter has some great tips on landing business from Fortune 500 clients. Here are 4 tips to whet your appetite.

  • Check back every six months. The timing might not be right the first time you pitch the decision-maker, but persistence can often reap rewards.
  • Don’t just tell people what you do. Tell a story. “If you say, ‘Well, I print pens and buttons sort of when someone makes me,’ they’re not going to be too thrilled about it,” says Tim Larson, owner and president of Skyward Promotions (asi/328465). “But if you say, ‘I do imprinted promotional products and last week I did blah blah blah and it was so much fun to be able to see my stuff there,’ and tell a story, they are going to remember you.”
  • Write an article in a regional publication or website. Even if you can’t get through the door of the company’s office, your services can still reach the manager’s desk. A concerted public relations effort will allow contacts at large corporations to find you.
  • Compete on quality, not price. “There’s a big difference for the client between going on the website and finding a lot of schlock versus you actually showing them two or three things that you think would be a good fit for the company,” says Drew Stevens, president of the business consultancy Stevens Consulting Group. “Think in terms of what the CEO wants.”

1 Comment

  1. Randee Horwitch Says:

    As a supplier it is also up to us to to give the distributor sales tools needed to catch the big fish. We are proactive in our research and have marketing tools such as power points and other presenataion materials ready for our distibutor partners.

    Monday June 27, 2011

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