Want to land big corporate clients?

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Getting bigger corporate clients is a goal for most small businesses.

Daniel Priestley shares some key insights about why your small business should consider selling to corporate clients and how to land them.

Why Sell to Corporates?

Corporate clients are different from individual consumers or small businesses. They often have more money to spend on solving problems. This is because the money doesn't come from their pocket. They make decisions based on facts and a set process. If you manage to impress a corporate client and they start buying from you regularly, it can be a gamechanger for your business. And if you do it once, you can do it many times, leading to more corporate clients.

⏳ Expect a Longer Sales Process

Selling to corporate clients takes longer than selling to individual customers or small businesses. You might need to talk to several people and go through a detailed process. It often takes three to six months to close a deal with a corporate client. It's important to be patient and keep working on other parts of your business while this process unfolds.

✍ Making the Most of the Corporate Sales Process

Once you're in the corporate system, the slow sales process actually becomes an advantage. It means less competition, as many small businesses can't wait that long. Also, corporate clients care about their image. Help them look good in front of their colleagues. Create reports, materials, and data that they can use to showcase the problem and how your solution helps.

Creating a Socialisation Kit

A socialisation kit can smooth the process. This could include emails, PDFs, videos, books, or reports that make it easy for your contact to explain your product or service to others in their company. This helps when decisions are made by groups or committees.

Finding Corporate Clients

Start by making a list of 30 companies you could add value to. Use LinkedIn to find connections within these companies. Don't hesitate to ask for introductions and then make a good impression on the people you get referred to.

✅ Your Next Steps

If you've hesitated to approach corporate clients before, now's the time to reconsider. Share your experiences or questions in the comments below.

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