Recipe for Landing the Big Customer

Let’s review the steps to landing a big customer.
1) Identify companies who are spending a lot.
2) Get those companies to interact with you.
3) Set up meetings with these companies.
4) In the meeting rigorously ask questions so you understand their business.
5) Find a problem and then solve it.

The difference between mediocre and great salespeople is great salespeople work their tail off to get the meetings and then they put the same amount of effort into steps 4 & 5. One of the habits in Steven Covey’s best-selling book, The 7 habits of Highly Successful People, is to seek first to understand. Understanding a prospect’s business is the key to identifying problems and positioning your company as a value-added vendor. Literally in one or two calls you can become a viable vendor for a Fortune 500 company.

We have closed dozens of multi-million-dollar accounts for our small business clients. You too can become a rainmaker!

Check out our list of the customers we have landed for our clients here.