In the last post we started our series on catching big
clients, or “fish”, that will sustain your business over the long run. Today
we’re going to take that a step further by talking about how to understand and think
like a big fish company and how that can help you plan your approach and find
success.
Before you can start the process of landing big clients, you
have to make sure your entire team is onboard with your approach and vision.
There are six keys to finding big client success. They are:
- First Impression: You must
remember you have one shot to land a big client. If you make a mistake,
they aren’t going to consider you again. Never give them a reason to doubt
your abilities.
- First Priority: Your fish must always
feel like they are your first priority. Returns calls and emails
immediately and find solutions to their problems or questions as quickly
as possible.
- Flexible: You need to be
flexible in your negotiations. If they need a special service or for you
to customize a product, say yes for the benefit of the long term. A little
hassle now will be a big pay off later.
- Long-term: This goes along with
the last one a bit. As you are approaching and negotiating with big fish
you need to think about the long term benefits for your business. If you
go for a ones-time big score you will lose their interest.
- Have Fun: Work should be fun,
even when trying to land big clients. In fact, this should be the most
fun. You are sharing your vision with new people and including them in
your future success and likewise. People simply work better in a fun,
happy environment. Your passion will also be contagious and pull the fish
into your vision even more.
- Help Them: If you take just a
little bit of time and offer your clients ways to save money or time by
introducing them to potential business partners, this will show you really
are invested and interested in their business. Strive to find balance
between your business needs and your client’s needs.
There are also a few tactics you can use to bring in a
big-company vision to the people on your team. You can:
·
Post these six
keys for all to see.
·
Put together a
performance based incentive program.
·
Conduct frequent
team meetings.
·
Use a “right now”
policy that dictates big fish calls be answered immediately.
·
Offer
awards/recognition for big-company ideas and executions.
·
Put together a
training and certification program based on the six keys above.
These 6 keys and tips will help you instill a big-company
mindset through your company which will help you be more prepared and more
likely to land your big fish. Once your team is thinking this way, you’ll be
unstoppable.
If you need help putting together an incentive program or
other way to push your team toward the big-company mindset, try our FREE test
drive to work with one of our coaches or check out our resources and tools.
www.twfics.com/myguidedtour
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