Tips on how to land that big account!

[Jillian "Jade" Hamilton]

1. Sell from the top down. Don't let fear stop you from calling the
big guns. You'll probably have to keep trying, but top-level
executives will be able to give you a clear overview of the company's
needs and concerns, as well as direct you to the person who handles
your type of product or service. This is vital information in larger
small businesses with multiple locations & multiple managers.

2. Become mayor of the account. Candidates running for political
office toil to meet as many voters as possible. When you're in the
running for an account, you've got to do the same thing. Write a
note of thanks to everyone you meet, and include some information
that might interest them. You never know what their influence on the
decision-maker might be one when they might be in the decision making
position themselves.

3. Use referrals to build contacts. The best way to get into a
large account is via a positive reference from someone who can
testify to the quality of your company's product or service. Often,
the smartest question you can ask is "Do you know anyone else in your
industry that might benefit from my product or service?" If the
answer is yes, get as much information as you can about that person.
(How do you know him or her? What is his or her function at that
company?)

4. Be relentless. Three years ago, I approached a decision-maker
about having a merchant account, to process credit cards, with my
company. He looked me in the eye and said, "I don't need a merchant
account, I only accept cash and checks." I thanked him for not
stringing me along but told him, "I'm going to learn as much as I can
about your company and challenges, and one day, there's going to be
an opportunity for us to work together." I spoke to him every few
weeks for three years, calling with suggestions or ideas related to
his needs and concerns. Over time, we developed a strong
relationship, and he recently signed on for a merchant account for
all 20 of his locations. I was relentless in pursuing this account-
not by constantly calling to make a sale, but by building a
relationship I knew would pay off over time.

5. Stand out from the crowd. Large accounts are bombarded with new
vendors. If you want to impress the top gun, load up with ammunition
that separates you from the competition. You don't need to spend
money on color and flash for your presentations or perform outrageous
stunts. to get noticed. You do need to have two or three major
points that demonstrate your unique value, and you should do your
homework so that your information is heavily focused on their goals
and challenges.

The bottom line? Don't let the obstacles you encounter break your
spirit. Every new company you approach will give you experience and
teach you lessons about how to approach the next one.

[Sandy Ouellette]

Thank you for your helpful words of wisdom. I found this piece very useful.

[Danusia Rajska]

Thank you for sharing this!

These are great words of wisdom for these tough times, especially given how many discussions we have on here lately from newbies to the biz who are wondering how to build their business...

Words to live by. Thank you so much for posting.

[Rachel Campanelli]

I love this! Thank you!