Selling to Big Companies Springfield MA

Do you ever dream of the day when your customerroster includes companies like GE, Wal-Martor IBM instead of Ma & Pa Inc.? If you’ve evermade attempts to crack into a large corporation,you know how tough it can be.

Plus, it’s downright intimidating. Those companies areso huge that you don’t even know where to start. You questionwhy they’d ever want to do business with your small,no-name fi rm.

Enough already! Big companies can be virtual goldmines for savvy entrepreneurs. If they like your product orservice, they’ll eagerly expand their relationship with you.But that can seem like an impossibility when you’re still onthe outside looking in.

Here are eight fresh, pertinent strategies you can use toset up meetings with corporate decision makers and ultimatelyland big contracts.

Break big companies down intosmaller entities.
Unless you’re selling enterprise solutions, you’ll findit much easier to get your initial contract if you pursueopportunities in a small subset of an organization. Ratherthan being immobilized by the magnitude of selling toGE, you might pursue a relationship with the marketingdepartment of the Fleet Services division of GE CapitalSolutions. This enables you to find out the names ofpotential decision makers, conduct due diligence withoutbeing overwhelmed and implement a customizedgetting-in campaign.

Employ a foot-in-the-door salesapproach.
When most sellers go after big companies, they wanttheir pros...

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