How Small Businesses Sell to Large Companies
Is your business struggling with finding clients who are willing to spend more than the bare minimum for your service or product? The Small Business Administration recently found that 70% of small businesses make around only $25,000. The secrets for those who substantially surpass that amount: these small businesses have learned how to sell to larger companies.
The truth is, large corporations want to purchase from small businesses - either as part of their action plan for supporting their community or because it’s actually cheaper for them. If they’re paying you more than you’d make from another start-up business, they’re still paying you less than what they’d pay to another corporate giant.
Here’s how many small businesses get on the radar for larger companies - and get their business:
They connect with the right people. If you’re trying to sell your software development business to a large corporation, you’re not going to reach out to human resources or the customer service department - you’re going to find and connect with the lead of IT and begin a conversation surrounding their needs and how you can make their work better (not the other way around).
They have a pitch ready to go at any moment - but they still mold it around the business they’re sending it to. If you’re keeping an eye on press releases and other sources for when companies put their feelers out for new partnerships, having a pitch ready to go means you’ll get there first. Just make sure you fill in the blanks and align your goals with theirs. It’s kind of like a resume and cover letter in one, so keywords and language are huge.
They don’t assume they’ve got the gig just because they had one conversation. It’s important to grab the deal (and the signature) before you leave that first meeting. Oftentimes, large companies will express their interest and say something like “I think we’re going to go with you, we just need to talk it over.” This is the time to be assertive and when this happens give them a reason why they can’t let you walk out that door. Offer them a free service in addition to the one you’re providing, if necessary. They’ll appreciate your drive and if they really were going to go with you, they won’t let you leave.
Another great reason to try climbing up to those bigger branches is that with bigger businesses comes bigger credibility, strong recommendations, and a competitive edge in your market. Other companies will want to work with your business because you’ve proved that it can handle the larger workload. Also, banks and venture firms will value the business as more credible and stable, which can give you an edge when it comes to funding.
Interested in learning more about how to sell to large companies and even corporate giants? Reach out to info@nmblstrategies.com for a conversation today, and we will connect you with a business expert who can lead you in the right direction (and has the experience to know exactly what you should be doing).
