FollowRead Jill Konrath’s book, Selling To Big Companies, that’s what!
Jill was my very special guest on this month’s Promo Biz Success Circle teleconference call. Judging from the response I got, she really knows her stuff!
Jill’s an expert on selling to big companies and she talks from experience. No theory here. She understands your struggles because she’s been there, done that!
In fact, her own sales consulting business crashed a few years back, but rather than give up, she picked herself up and discovered what works to get those big company sales. You can benefit from her mistakes and her research!
In this MUST READ book, Jill takes the mystery and struggle out of trying to get your foot in the door of those elusive big company accounts.
It’s such a breath of fresh air to read a book that’s not a bunch of hype. It’s practical, easy to read and gives solid suggestions you can implement immediately.
Here are some key points from Selling To Big Companies:
- Corporate executives are too busy to listen to the same old elevator speech. What they really want to hear is how your company will make a difference for them. They’re not interested in your products; they’re interested in the results your products will get for them. They want numbers and quantifiable results.
- Preparation is absolutely essential. You can’t wing it. You need to understand the challenges the companies you’re calling on are facing. You need a customized approach to separate your company from the competition. Yes, this requires some extra effort, but is well worth it in the rewards. Jill shares with you step-by-step how to be really prepared.
- Start out small when getting into big companies. Get your foot in the door, perhaps in a smaller division at first with a small order and prove your worth. (That was exactly my experience when selling to a major pharmaceutical company. I did a small order of awards for an obscure department, which eventually led to other bigger departments, and hundreds of thousands of dollars of business!)
- You need an account entry campaign and you need to be patient. It can take anywhere from 7 to 10 contacts on average to set up a meeting. These contacts can include voice mail, email, letters, white papers, articles of interest and more. Each contact needs to focus on issues important to the prospect, not your company. Jill shares with you how to do this.
Yes, it’s not always easy to get the big accounts, but it is certainly possible. If you’re looking to increase your sales dramatically, read this book!
© 2006 – 2013 Rosalie Marcus
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Rosalie Marcus, The Promo Biz Coach ™ is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes! Get a FREE special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a FREE Skyrocket Your Sales audio download at http://www.promobizcoach.
Reach her at Rosalie@promobizcoach.com or 215-572-6766.
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