We all know that working with big companies could dramatically transform your business.
But, most people think that they are not ready to sell to companies
Here is the big misconception…
I have been selling as a small entrepreneur to big companies over the past 16 years.
I did not have a big marketing team, nor did I have a big marketing budget.
(The only budget I had was sales trips. This means that I was only able to spend the money when my prospects were ready to meet with me.)
So, today I am going to debunk some of the biggest myths about selling to companies and show you how you could still sell to companies as a small entrepreneur.
Now, let’s begin…
Myth 1: Small companies are easier to deal with. Big companies are difficult.
Let’s face it. We all prefer speaking with smaller clients.
Smaller clients just seem much nicer and they are always willing to talk to us.
Plus, they have less knowledge about the industry than big clients do. (This definitely feel a lot less intimidating, doesn’t it?)
But, does that mean that smaller clients are easier to deal with?
How much time do you spend educating small clients the importance of your service?
How much time do you spend convincing your small clients that you are worth the money you are asking for?
Many small clients tend to be very transactional, which means that you need to constantly chase after the next small sales.
However, with big clients, you have the potential to maintain a long-term relationship with your clients over a long period of time.
Part of the reasons why I am able to write this blog and enjoy my freedom is because I have personally developed long-term relationships with my big clients and can get my sales year over year.
So, still think that small clients are easier?
Myth 2: You need to be well-connected in the industry.
“How can I get in front of these decision makers when I do not have any connections in the industry?”
This is one of the most common questions I hear from small entrepreneurs.
It makes sense, especially since big clients are busy and never hang out in regular networking events or social media.
Over the past 16 years, I have sold in education, investment, consumer goods and consulting industry. Every time I enter into a new industry, I would enter without any contacts.
Every time I entered into a new industry, I would enter without any contacts.
Here is what people usually do not know about selling to companies.
Everyone always knows each other.
This means that as long as you can identify key players within your target industry, you have the opportunity to develop those powerful connections within a short period of time.
Let’s look at Irene Moore…
Irene was one of my clients. With a background in PR, she wanted to connect with HR managers in large corporations. We are talking about companies like Virgin Media in the UK.
Her first question for me was…”how could I get in front of these big HR executives without any connections in HR industry?”
Here are what I did with her together through our Heart of Sales program….
Step 1. We identified 3 categories of super-connectors that would be open to connect with Irene and can also introduce her to HR executives in London.
Want to know how to identify these key connectors that would be open to connect with you and make the introduction to your ideal clients?
Download my “10 secret strategies to getting in front of companies”. Check out Strategy #1 where I highlight the 3 most important people you should connect with before you start selling to companies. Click here to download these strategies for FREE and start identifying these super connectors for your business.
Step 2. We used social research to discover how she might be connected to these key connectors.
Through social research, she discovered that she is already connected with many journalists that are also connected with HR executives in London. The journalists become her super-connectors.
Now, all she needs to do is to ask for a business introduction from these journalists.
“This is powerful. What you taught is simple, but extremely logical. From Heart of Sales, I don’t feel like I am selling, but building relationships with my prospective clients.” ~ Irene Moore, Founder, Digital Marketing London
Myth 3: You need to be a big player before you can sell to big companies.
Another huge myth, especially in today’s world.
Big clients like to work with professionals. But, most importantly, they want someone who has a unique approach, big or small.
It is a competitive world out there and big clients are facing different challenges. This means that they are looking for someone who can give them an edge in their industry.
Look at this small PR firm, Small Girl PR (http://www.smallgirlspr.com/).
The founders of this PR firm came from the blogging world and created a niche being the “rising generation of new media influencers.” They did not start being big. They started small but with a unique niche.
Since then, the two “small girls” have worked with companies, such as GE, Google and Panasonic.
So, if you think that you need to be a big player, think differently.
Start playing big before you can be a big player.
[Extra tip] Ready to play big and start to sell to companies right now?
Want to know what to say to your prospective clients without sounding pushy or salesy? Get my 38 best sales scripts to help that you can repeat and start selling to big clients. Click here to download.
Myth 4: When selling to big companies, you need to have a large marketing budget.
Do you need a large marketing budget to target companies? No, especially today!
Look at the graphic from Digital Marketing Today, where they show the lead source. The biggest B2B lead source is actually from Other. And, from my experience, it is most likely from word of mouth or relationship building. So, if you are a small entrepreneur, you still have many opportunities selling to big clients via relationships building or other many other ways.
Myth 5: You need to hire a sales manager to sell to big companies.
The thought of selling to big clients might seem daunting. You might feel tempted to hire someone else to do the job.
But if you are a small entrepreneur, you might not have a budget to hire a sales manager. The fact is that anyone can sell to big companies.
Selling to big companies can be easier than you think. As long as you have a clear process, you do not need a sales manager to sell for you.
Target a handful of big clients and invest your time in building relationships with these clients.
[Note] Don’t forget to download my secret strategies to getting in front of big clients and discover my 3 different strategies to become the insider of your target industry. Click here to download.
So, are you ready to sell to big companies? Who are your target clients?
Let me know.
Melinda
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