subject: 7 Tips For Selling To Corporate Australia [print this page] Are you looking to break into the Australian Corporate sector and sell your products/services to them?
If yes, then here are your 7 tips to successfully selling to large companies
1. Get a Solicited Contact
Managers are busy in this day and age and with budgets and kpi's to meet any unsolicited mail or contact gets shoved to the side. Network your way to the top of organisations by attending key networking events around your city. If you are after a particular contact within an organisation, ask people directly who specifically you would like to be put in touch with. The results will astound you as will the pay off at the end of the day.
Solid referrals into a large organisation will always put you ahead of the pack over a cold sales call or email contact and managers will be more receptive to your approach
2. Know Their Need
To capture the attention of the organisation you would like to pitch too, know exactly what their organisation is needing right now.
Complete research on Google and identify key areas of need/pain that your target market is currently experiencing and how you can solve it. Ensure that this message is put across in all of your marketing material and communications with your target audience to spark their interest
3. Don't Waste Their Time - Get to the Point
Let's face it, pitching to larger organisations isn't the easiest thing in the world as there are major time constraints on the individuals you are pitching too. To get your point across, send short precise emails that are straight to the point and the person in question can scan over and see if it is relevant to them or not within a few seconds. Don't make the mistake of sending lengthy emails that will require a detailed response, you'll never get one!
4. Bottom Line Impact
When providing evidence that your product or service will assist their companies in overcoming their challenges, provide financial proof of what this could mean to their bottom line results. If you are more expensive than your competition, explain what added value you offer and the specific tangible benefits that will result from working with you.
5. Justify Everything
Selling to larger corporations requires key knowledge of your service/product and more specifically how they are going to justify this expense to the rest of the organisation. Make your inside contact look good by providing them with information on why you are the best solution.
6. No Budget
If the company desperately needs what you are selling but there is no money in the budget, then the deal just isn't going to go through. You can ask your key contact if a budget variance is possible, if it is not it will usually mean that your project will be delayed until next fiscal year.
To prevent you spending hours upon hours of research on a particular company and later discovering they have no budget, always ask the client at the first meeting whether they have something in the budget to solve the problem they have. If they can't answer your question, then you are probably talking to the wrong decision maker.
7. Go to the Decision Maker
It can take time to network your way up to the top of an organisation and when you do ensure that you are talking with the final decision maker of the project that you are proposing. If not, kindly ask who in the organisation will have the final say and if it is possible to meet with them at your next meeting as well.
Save yourself time and go straight to the top where possible.
