How to sell to the corporate market
Whilst driving you’ll notice, along the way, new and existing buildings and may wonder which companies occupy them and how to possibly make inroads to introduce your business to them.
Take the time to do research and create a company profile on the businesses you wish to approach. An informed portfolio will assist and enable you to see which industry they operate in and who their supply chain or clients are. Visit their various social media platforms as this is a great tool to have a look “inside” the company doors.
Often e-mails are sent to a general company address and then we want to know how come no one has come back to us. It’s a general address for a reason, general enquiries. Putting your faith in a person on the other side of a general e-mail could be an endless tunnel. Can you take a chance of will it be forwarded or not.
The interest you have in a company isn’t a general enquiry. There’s a specific reason why you making contact with the company. Find out, prior to making contact with the company, who is the owner, CEO or managing director. For larger companies, there is a structure and every person will have a specific portfolio. The person meeting with potential new suppliers won’t necessarily be the same person who does the procurement, finance, product and marketing.
Now that you’ve done the background work it’s time for you to have a think about the product and services that your business is offering. What difference will your product/services make to their business? How does your company stand out from the rest of your competitors?
“Be honest with yourself and recognise if your product/services are the right fit or not for the specific company you’re wanting to target. The last thing you would want to do is set up a meeting and then realise that you’re not able to assist them. Knowing that your product/services meet the intended companies demand is crucial. ”
Setting up appointments on a digital platform, Skype or Zoom is becoming more and more popular than ever before. Should you think it will make more of an impression you can pre-deliver the product you wish to present. The new potential client then has it in front of them during your digital presentation and discussion.
Don’t lose hope if your first attempt isn’t a success story as you are now familiar with the process and can research the next company.
