Do you want to swim with the big fish? Before enterprise clients will let you put on your bathing suit, they want to know you possess the ability to hold your own.
Competition is fierce out there, but with the right mindset and strategic actions you can – and will – land your target client. Here are some tips to help you get closer to that big day.
Study them
Landing a big client isn’t about you. Let me say that again: It is not about you. If you lose sight of that fact, you’re destined to lose the deal.
Bringing in that first, second, third, fourth and fifth enterprise client is contingent on remembering that to succeed, you must help your client succeed. How do you do that? Study everything you can about the client until you fully understand the business, strategies and objectives.
Next, clearly define how your product or service will help the company achieve its goals. If you can identify a problem or isolate areas for improvement, then you can clearly illustrate your ability to provide a unique solution.
Make the connection
One of the first two people to climb Mount Everest was Tenzing Norgay, a famous Sherpa mountaineer. He made the ascent in 1953 with Edmund Hillary, a mountaineer from New Zealand. Although historians have made many attempts to determine with certainty who stepped on the summit first, Norgay or Hillary, it’s been claimed that the two men did it together, each playing a key role to make history. The lesson? Partnering with the right person can help you reach your goals.
As you try to land that enterprise client, try to identify your Norgay or Hillary. Talking to the wrong people wastes valuable time. However, if you can create a relationship with a strategic partner, that person can help get you in front of the right people and into the necessary meetings – all the more quickly than you could do on your own. Your target client is Mount Everest. Start climbing.
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