Between fierce competition and across-the-board spending cuts, it’s become increasingly difficult for small businesses to get those lucrative corporate accounts. But the right approach can give you an edge.
Here are three best practices to give Sales an edge when it comes to landing corporate clients:
1. Get execs to reach out personally. If your company is sending low-level managers to lure in corporate clients, the wrong message is being sent.
Face time with an owner or C-level exec says you’re serious about starting a long-term relationship.
2. Partner with like-minded companies. Small businesses can increase their appeal by teaming up.
Example: Store in a Box Associates, Inc., was born when four Chicago firms banded together to create a “one-stop shop” for corporate clients looking to create retail shops.
The united front worked like magic on corporate companies that are used to dealing with up to 20 different vendors all trying to undercut competition from 10-20%. Result: Around 25 clients, including Old Navy, Jenny Craig and T-Mobile.
3. Bring in well-connected talent. Due to a recent wave of layoffs in all industries, small firms have a great opportunity to snatch up top talent the competition just let go.
What to do: Utilize the hiring process. Ask questions to get a feel if applicants have any connections to companies you’re trying to do business with.