For small businesses, landing a few big clients, not only gives them bragging rights, but it also helps attract new customers, and most importantly keeps the business afloat. Bigger clients mean more money and more opportunity for growth. But getting the first one to say “yes” to your service or product can be challenging. Simply knowing how to approach one can be intimidating, to say the least. But even if you’re a startup, there’s no reason why you can’t aim big. Here are a few strategies to increase your chances of landing big clients, no matter the size of your business.
- Be ready to handle the big clients
Understanding what it takes to service a big client, is part of getting one. Your infrastructure needs to be tight, and you have to be able to fulfill the order or service. Be sure your employees are prepared to take on the responsibility of the work that comes from scoring a big client. Until then, analyze what you need to do in order to get the bigger jobs done. With a large client comes big expectations, so be sure you have what it takes to satisfy those types of customers.
- Research your target clients
Make a list of the big clients you’d love to have. Then do a little research to discover as much about them as you can. You can do this through their website, social media feeds, and their LinkedIn page. You can even learn about some of the people that work for the company. By taking the time to discover the company culture, how they think and how they work, you’ll get a much better understanding as to what you can do to win them over.
- Have a really great pitch
Have your pitch ready, because you never know when the right time will be. You may make a connection via networking or a big client may stumble upon your website and call you up, no matter what, you have to be ready with what you are going to say. Spend hours practicing what you’re going to say and honing your pitch so you make a great first impression, even if you’re caught off guard. After all, you may not get another opportunity, so being ready is key.
4. Believe in yourself
If you don’t believe you’ll ever get a big client, than you’re probably right. But if you believe in your business, brand, and yourself, you’ll develop an unstoppable confidence. You won’t become intimidated upon first meeting or when you’re negotiating deals. Don’t allow yourself to compromise on price just because you are a small company. Don’t back down and firmly stand by your prices, abilities, and manage expectations.
5: Keep trying
You may hear “no” a lot, but if you keep trying, you’ll eventually hear a “yes.” Know that you need to be patient as your business grows. The more experience you have and the more due diligence you take to research and become as familiar as possible with potential clients, the better your chances will be to actually get them. Keep in mind that if you start hearing “no” from clients, you may want to rethink your strategy. Try out different ways to re-charge your efforts until the process becomes easier.