In many cases, selling to large companies is a logical step in the path to bigger and better things. But selling to large companies can be difficult for smaller companies. Go to Seven tips for selling to large companies.
“When you dump your entire offering on them, you’re not connecting with any urgent or compelling business need. With no focus, there’s nothing there for your customers to grab on to,” she says.
A better approach is to focus on a specific business problem their current provider isn’t addressing. That means you need a strategy that revolves around a subset of your entire offering, Konrath says.
To get your foot in the door of large companies, look at existing clients to see if there are any similarities and if the approach used with them will work with new companies. You should also look for gaps in competitors’ offerings and pursue smaller pieces of business rather than go head to head with an incumbent.
Once you’re in and have proven yourself, then you can introduce the company to more of your services.