Getting Big Clients in 2020 Requires Three Things

There are three things you must know to close big clients in 2020. If you do not know all three things, this article will tell you. Those three things you need to know are:

1.When to prospect

2. How to prospect

3. Who to prospect

1.WHEN TO PROSPECT

You cannot afford to be TOO late or TOO early at capturing large size deals which make or break a year. 

The best time of year to gain an enterprise size client is between September and November. This is the time when departments rally together for their last Quarterly Business Review (QBR) of the year and discuss the 2021 budget. 

You want to be in the room where it happens! 

This is super important this year because of the global pandemic. If you get in the room after January… you are either too late or too early (for 2022). Either way you’ll be too disappointed.

Corporations are not shoveling out corporate credit cards and SOW’s. They are tight with the money. If it is not budgeted in 2021 then it won’t happen. It’s now or never.

2. HOW TO PROSPECT

In April 2020 most doctors expected it would take at least 16 months to find a vaccine. That’s when people started working from home in masses. Whenever there is a cure many doubt returning back to office.

The ability to drop by or drop in has dropped by the wayside.  The office cold calls on potential clients are slim to none. If the corporation doesn’t forward the phone calls you are struggling to find the right number to even call. 

The best place overall, pound for pound, is where you are right now: LinkedIn.

LinkedIn allows you to contact those prospects who are decision makers and influencers in the coveted key accounts you want for 2021. Unless you plan to start prospecting door to door like an old school Avon lady… your best bet is LinkedIn.

Social Selling is the ability to leverage LinkedIn to connect and close strangers. Period. If you are not able to connect and close strangers using LinkedIn, you are not Social Selling. You are social researching at best. 

Use this link to check out your Social Selling Index Score: https://www.dhirubhai.net/sales/ssi?src=or-search&veh=www.google.com%7Cor-search

If it’s below 80… then you need to finish reading this article. If it's above 80… then you need to write one.

3. WHO TO PROSPECT

Okay, this is a double entendre. You can interpret this as discovering the secret identify of the Superhero decision makers in large size accounts. Or, you can interpret this as deciding which person will prospect to close your enterprise prospects. Luckily, I’m referring to both.

LinkedIn has the ability to sift through the sea of pretenders to reach the contenders. Their search capabilities are off the chain… if you get off the change. You need to pay for a higher grade membership level.

If you lack time to identify prospects, you need someone who finds prospects every day for myself and others. (Woops… I think I gave myself a plug.)

Find someone with a score higher than 80 and have them get your score higher than 80. 

Below 70 is for amateurs. 70 is for fun… 80 is for keeps! 

Keep prospecting.