How To Approach Your Large Client Prospect "Big Fish"

In the last post we talked about how to learn about your large client prospect "big fish" and prepare for the first contact you’ll make with them. This first contact is essential to your success. You need to instill confidence in them.

They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise. Today we’ll actually go through the big approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose which big fish you’re going after. Take a look at your notes and the research you’ve done about your prospective big fish.

Then decide which one will be the easiest to approach and start out with them. There is a series of steps you can go through in choosing which large client "big fish" to start with.

They are:

? Position Your Business

? Compile Your Hit List

? Select the Best Target Position Your Business

Position Your Business:

First... You need to position your business to make the first move by listing your revenue streams, your operational procedures where your fish is initially positioned, your big customer research, and putting it all together.

Compile Your Hit List:

Start with a list of all the companies you have been considering. Then narrow it down to the ones who you know could use your products or services. Don’t overlook obvious choices, whether they are big or small. Even small companies could be big fish in the future.

Select the Best Target:

Once you have got your list narrowed down, you need to decide which one is the best to start with. You need to consider a couple of things:

? Which have the most purchasing resources to spend?

? Does their company vision compliment yours?

? What are their employee incentive programs as they relate to your products/services?

? What’s the company’s real need for you?

Will the partnership lead you off-course?

Now you should have a target in mind to start with. It’s time to plan your approach and execute that plan.

Here’s the step-by-step plan to help you make a good first impression:

1. Build and analyze your database. Divide your leads into three different categories: hot leads, great fits, and secondary leads.

2. Send out introductory mailings to your target to introduce yourself, your company, services, products, and vision. They need to be short, clean, and concise.

3. Follow up with your first phone call 2-3 days after they would have received the mailings. During the phone call find out whom you need to be speaking with in the future and try to set up a meet with the right person.

4. Follow up your phone call with another mailing that thanks them for taking the time to speak with you and offer more details about your products/services. Use this letter and opportunity to set up a meeting to do a presentation.

5. Follow up the letter with another phone call a couple of days after they would have received the letter. This phone call is to help you further develop your relationship with the prospective client. You should also be able to set up a presentation meeting with them by this time if they have any interest in your product/service.

6. Call again a week later if they haven’t agreed to a meeting or presentation. Ask if they received your creative letter (the second one) and if they have a minute when you can stop by and introduce yourself in person.

Now, don’t be upset if you can’t seal the deal right away. Some people simply take a little longer to nurture. This can all be a little intimidating at first, but when you know you are offering a quality product/service, you can’t go wrong. Remember many prospects may just still be seeking more information at first.

Once you’ve gone through this process and make first contact (and hopefully a good first impression) it’s time to put your best foot forward, which can mean sending the right salesperson in to seal the deal, even if its you. If you need help putting together your approach and making a good first impression, our academy can help you every step of the way, I am currently offering a limited time special offer, go here if you'd like to find out more... https://90dayprofitbreakthrough.com