Closing Corporate Sales

"Companies should identify potential customers outside their immediate circle of influence and court them.. 50 % of getting more corporate clients is making the 'date', 25% is showing up and the other 25% is showing what you have to offer. It's in the first 50% where most people fail!"

Are you looking for more corporate clients to add to your list of those served?

If so, here’s a few tips to jump start your efforts.

Before you begin calling on corporate prospects, put the law of attraction principles to into practice. Visualize the company or type of company you're going after, what you will say to the prospect, how you plan to present your company, and what questions you will ask so that you will learn what goals and challenges the client currently has.

When making sales calls be specific to each account’s needs – if you are a small business chances are you handle the calls yourself – it is important to tailor their needs to the benefits you can offer.

Begin any written proposals with an overview of those needs and how you can meet them. Corporate clients are more interested in what you can do for them than the history of your company.When you do those in-person meetings be sure to ask lots of questions so you can ascertain the client’s needs and customize a program suitable to him.

When you do go over the history and the overall benefits of doing business with you, be brief and try to only include pertinent facts about your company that will build the prospects confidence in doing business with you.

Include personal testimonials and show your “track record” of satisfying your customers’ needs. Read my Tips on Gathering Testimonials.

Whenever possible, present your written proposal in person. It may be the number one thing that sets you apart from others also vying to do business with that company.

Send a follow-up letter summarizing the benefits you can offer the corporate prospect demonstrating your confidence that you can deliver on those promises.Make your calls early in the day or after hours. While many top executives are still in their offices, their assistants aren’t – so your calls are more likely to get through as no on is there screening them.

Be persistent – keep calling until you get through – leave positive uplifting messages (never say – “you never return my calls” – reinforce to the receiver that you understand just how busy she is and again ask for a return call and or an appointment.

Here's to closing more corporate sales...

Heidi