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Just because your business is small, doesn’t mean you can’t have your fair share of large corporate clients with big budgets.
In fact, there is a trillion-dollar industry just waiting for you to come to the rescue, with your proven process and track record of success.
What’s exciting is that stepping into the corporate playground can have a dramatic impact on your profitability. Expert entrepreneurs, who land their first corporate client, report an average revenue growth of over 200% within one to two years, according to a study conducted by Urban Future.
But for many small business owners, cracking the code to this $8.73 trillion market can be confusing and intimidating. It was this fact that inspired me to offer my four-day, get-it-done retreat, entitled Legacy, Leverage and Profits. This May, expert entrepreneurs will be gathering in Pebble Beach, California to craft their corporate sales plan.
The good news is that selling to associations, corporations, schools and franchises, doesn’t have to be complicated.
With the right offering, appropriate pricing and a streamlined plan for delivering on your promise, you can build a stellar reputation for impacting change on an organization-wide scale.
We began helping our eLearning academy clients sell into corporations back in 2015. Using our proprietary blended-learning blueprint, one client closed two $70,000 packages in her first two presentations to corporate decision makers!
So, where do you begin when assessing the opportunity to sell your proven products and services into large corporations? Do your homework, by checking out Part One of my Top Ten Tips for tapping into this booming market.
1. Know Your Market’s Pain Points
The biggest obstacle to selling to corporate clients today is that people are overwhelmed and inundated with offers. Those who have cracked the code, for landing corporate clients, keep their finger on the pulse of their industry… so they can strike while the iron is hot and the leadership team is seeking solutions.
By setting up Google alerts, you can keep an eye on relevant press releases and news articles about your target clients. As a result, your pitches will be timely, relevant and impactful.
2. Research Your Client Wish-List
If you are playing in a particular niche, and offer solutions to a specific industry challenge, you likely have your ear to the ground regarding which companies are on the leading edge of change. These organizations are more likely to allocate the resources to address internal challenges and will be open to innovative solutions.
As you begin your corporate outreach campaign, create a list of 12 to 24 organizations you would like to work with. Then, do your homework, by researching each of your target companies. The annual report of public companies offers a goldmine of information about the company’s financial details, strategic objectives, structure, priorities, and so on.
3. Look For A Problem You Can Solve
One sure way to alienate potential clients is a “cookie cutter” approach. Not all prospects have the same needs, challenges and goals. Learning about your key prospect’s corporate initiative will enable you to customize your approach for each prospect.
Once you identify a “hot topic,” craft a resource that will provide solutions and highlight your expertise. Then, reach out to the head of the affected department and offer to e-mail a resource that might be helpful. Don’t attempt to schedule a session on your initial outreach call. Instead, share that you will follow up within 24 hours to answer questions and expand upon the solution.
4. Offer “Blended Learning” Programs
The landscape of corporate training has undergone considerable change over the last decade. For years, on-site training and private leadership coaching was the strategy of choice for employee and leadership development. Then, as training budgets shrank and travel expenses increased, executives sought eLearning solutions to train and grow their people.
However, poorly designed curriculum and inadequate online delivery platforms failed to inspire high completion and measurable results. This made many Human Resource decision makers shy away from eLearning solutions.
So what’s the solution? First, learn the basic principles of stellar curriculum design and then package your expertise in what we call “Blended-Learning Programs.” This approach combines on-site trainings, individualized coaching and eLearning resources that inspire company-wide transformation, by building skills and adjusting behaviors.
5. Start Small To Go Big
One mistake many corporate trainers make is to put all their eggs in one basket. Countless hours are spent getting through one gate keeper, crafting a detailed, high-ticket proposal and then courting decision makers, through a lengthy decision-making process.
Instead, make corporate executives an offer they can’t refuse. Our Blended-Learning Blueprint suggests approaching organizations to enroll a small group of select mid-level leaders in a Corporate Change Initiative, led by you. By getting your foot in the door with 2 to 3 individuals from multiple corporations, you end up with high completion, measurable results and in-house champions of the work you do. This then opens doors to larger, six-figure proposals to take the work company-wide.
Your Next Steps
If these five tips have sparked your interest, and you are open to learning more about Enterprise Sales and the Blended Learning Blueprint… here are some next steps.:
Step 1 – Click here to grab your spot on our upcoming Masterclass entitled Legacy, Leverage & Profits.
Step 2 – Click here to grab an overview of our upcoming Legacy, Leverage and Profits retreat, where I will usher a small group of enterprise entrepreneurs through our proven process for tapping into this lucrative opportunity for recurring revenues and expanding your reach.
Step 3 – Email JaneD@janedeuber.com to ask a question or request a private session to explore what’s possible.