In my last post I talked about catching big clients, or “fish”, that will sustain your business over the long run.
Today I want to take that a step further by talking about how to understand and think like a big fish company and how that can help you plan your approach and find success.
Before you can start the process of landing big clients, you have to make sure your entire team is at one with your approach and vision. This is a critical element as you can’t afford weak links.
With your own team onboard there are six keys to finding big client success. These are:
- First Impressions: You must remember your business has one shot to land a big client. If you or someone in your team makes a mistake, you aren’t going to be considered again. Never give them a reason to doubt your abilities
- First Priority: Your fish must always feel like they’re your first priority. Return calls and emails immediately and find novel solutions to their problems or questions as quickly as possible.
- Flexible: You need to be flexible in your negotiations. If they need a special service or for you to customize a product, say yes for the benefit of the long term. More effort or even a little hassle now can pay off later.
- Long-term: This goes along with the last one a little. As you’re approaching and negotiating with big fish, think longer term benefits for your business. If you go for a one-off big result you’ll lose their interest.
- Have Fun: Work should be fun, even when you’re trying to land big clients. In fact, what could be more fun? You’re sharing your vision with new people, including them in your future success and you in theirs. People simply work better in a fun, happy environment. Your passion will also be contagious and pull the fish into your vision even more.
- Help Them: If you take just a little bit of time and offer your clients ways to save money or time by introducing them to potential business partners, this will show you truly are invested and interested in their business. Strive to find balance between your business needs and your client’s needs.
There’s also a few tactics you can use to bring in a big-company vision to the people on your team. You can:
- Post these six keys for all to see.
- Put together a performance based incentive program
- Conduct frequent team meetings.
- Use a “right now” policy that dictates big fish calls be answered immediately.
- Offer awards/recognition for big-company ideas and executions.
- Put together a training and certification program based on the six keys above.
These 6 keys and tips will help you instill a big-company mindset through your company which will help you be more prepared and more likely to land your big fish.
Once your team is thinking this way, you’ll be unstoppable.