How to Land Large Client Contracts with Confidence

Whale clients are often the dream for many salespeople. Landing one can feed you for years to come.?

However, it’s easy to come off too eager, apply too much pressure, or just psych yourself out completely.?

An important reframe is needed to pursue and win a larger client and there’s 4 main shifts that will make all the difference.?

1. Understanding Money and Value

First, let's talk about money. It’s all about subjective context.?

What is “a lot” of money to you might be very “little” to someone else.?

What is very “little” money to you might be “a lot” to someone else.?

It's crucial not to let your perception of what's expensive leak into your approach, confidence, and sales process.

Instead, focus on understanding your prospect’s perspective.?

A great example is the movie War Dogs. It’s based on the true story of 2 men who won a $300M Pentagon arms contract.?

The reason they won it is that although that seemed like an enormous amount of money to them - it was significantly lower than any other vendor.?

They didn’t realize the value of what they were offering and what that was worth to the client.?

Specifically, you want to focus on:?

• What your whale client consider a large investment or a small investment?
• The value of what your solution offers them?
• The price point of their offers?
• The competition’s price points and how what you offer differs?

Knowing this helps tailor your approach and communicate value effectively.

2. Talking to the Right People

Not everyone is your customer, and that's normal.

The moment you stop selling to everyone is the moment you start making more sales.?

How you position your service should be based on your prospect.?

So, it’s important to connect with prospects who are comfortable and see value in the price range of your service - and can realistically afford it.

Avoid the trap of trying to fit everyone into your market; instead, focus on those who genuinely need and can afford your solution.

3. Helping Clients Justify the Investment

Since a big part of identifying prospects is connecting the dots on how the value you bring will far outweigh the investment - the next step is easy.?

You simply communicate that with the prospect now.?

It’s about framing the conversation in a way that highlights the true value of what you offer in a way that’s specific to them.?

That doesn’t mean you need to overstuff it with extras to bomb them with value (this can actually have the opposite effect sometimes by overwhelming them and leading to a no).?

You only need to explain what the result means to them with clarity and relevance.?

For example, are there a number of hours they will save, lower turnover (which saves so much), higher sales, etc?/?

Those are all quantifiable results you can connect to something very tangible.?

If you’re struggling with how to make your results tangible to a prospect (especially tricky with more intangible services) then seek out a sales messaging expert to support you.?

If not me - someone else because it will make all the difference for you landing those big contracts with confidence.?

4. Overcoming Doubts and Embracing Your Value

Finally, let’s tackle a common fear people experience when going after a larger client - especially when they’re not as far along as the prospect.?

It can be easy to think that if someone is farther along, then you can’t help them.?

However, as long as you solve a specific problem for them, it doesn’t matter how much bigger they are.?

I have seen the back end of businesses that seem very successful on the outside and are an absolute mess inside.?

I’ve yet to see someone have it all dialed in - even when their revenue is sky-high.?

Every business, no matter how successful, has areas where they need support.?

If you solve a problem they have, then you have something valuable to offer.?

Don’t underestimate your potential impact just because a company excels in one area.?

They might need help in another, and that’s where you come in.

Do you have a big sales opportunity coming up or want to create one? I’m here to support you.?

Book your session at calendly.com/aleasha/sales-level-up and start closing those big deals with confidence!