Perhaps you have a business that sells to small or medium sized business and you wonder how to approach larger companies to sell your products or services to them. There are some unique benefits to working with larger brands including more profits for your business, needing less customers to be successful, and boosting your reputation so that you can sell to other larger businesses more easily. You may also be referred to other big brands. Here are some tips for how to sell to large companies.

Describing Your Target Audience

Getting larger clients can require more time and engagement, so you need to be specific about who you target in order to use your time most effectively. For example, you might choose to pursue the 20-50 largest companies in your city and customize your interactions to them. Determine the industry, location, company headcount, and revenue of the companies you want to contact. Also determine the titles of the people you need to reach out to within the companies. Once you have defined who you will target, you can decide on what strategy you will use to contact them, such as phone or email.

Connecting with People in the Company

Titles can vary from company to company for people who do the same job, therefore, you may not always connect with the right person when you first reach out. If you don’t connect with the person you are looking for immediately, ask to be directed to them. It’s also good to maintain connections with several people within a company. This way, if your main contact becomes unavailable, you will still have others to talk to in the organization.

Giving Credibility

Knowing how to sell to large companies includes understanding that they may have different concerns than smaller companies. Larger companies are more careful about protecting their reputation, which makes it important for you to show that you are credible. Some of the ways that you can do this include showing case studies and credible publications where you have been featured as an expert in your industry. Also, it is helpful to assure the company that setting up with you and canceling is easy.

Guiding the Process

In larger companies, it can take longer for a decision to be made about working with you because approval may be needed from several people in different departments. But there are methods you can use to guide the process to make it shorter. For example, you can ask the company about the steps in their decision making process, who is included in it, and the approximate length of the process. Once you have this information, you can offer suggestions based on it. Document the processes of making the sale with the company so that you will be able to use it with other companies in the future.

How to Sell to Large Companies by Differentiating Yourself

Because large companies often get approached by businesses that want to sell to them, it’s important to differentiate yourself from the competition. You can do this by offering unique solutions. Another way is to build trust by offering something of value to the person you are speaking to at the company, such as a valuable introduction.

A coach can give you guidance on how to sell your products or services to larger companies. Get in touch today!