Untangle the Red Tape
In the last post we talked about how to bring the big-company mindset into your business and your team. This will help you overcome the mental obstacles that will keep you from being successful. Now, that you’ve learned how to overcome that, we’re going to talk about who your fish is. It’s important to know about the fish you are looking for before you put a plan together. We’re also going to take a moment to talk about the potential “red tape” you may encounter along the way.
The most important thing to know about your fish is their purchasing habits and procedures. There are four main things you need to work on in order to be successful:
- Responsibilities: You need to know who has influence over purchasing, who does the actual buying and who can kill a deal if they want.
- Get on Their List: You need to know how to get on their list of people to buy from. Your name needs to not only be on the list, but at the top of it and in as many categories as possible for the more interaction. Ask about a procurement program and what you need to do to go through the application process.
- Lingo: You need to learn the company’s unique language and communications methods. These could include report names, buzzwords and even the nicknames they have for their employees.
- Fiscal Budgets: It’s essential you know the fishes fiscal budget, so you know exactly when they are planning their expenses for the year.
Now that we’ve talked a little about what you need to know about your fish, let’s a quick look at the “red tape”.
Bureaucracy might as well be a four-letter word with the emotions it stirs in all of us. “Red tape” is a necessary evil, but one you can use to learn from. There are two ways to learn from their system:
- Analyze their activity.
- Review their correspondence.
Being an outsider looking in can have its advantages too. If you hate dealing with the “red tape”, imagine how their employees feel dealing with it. If they need to crunch some numbers, offer to do it. If they need more info, make sure you are giving it to them in a user-friendly way.
The things we talked about in this lesson will help you prepare for the big approach. If you need help with any of this, try our GUIDED TOUR to find the right tools to get the job done.
If you have a business and have not yet managed to start to create wealth and systems that allow you to take time off, build retirement accounts or pay for your children’s college, then learn and master the steps outlined in my book that I would like to share with you (link below).
I am a huge advocate of education and mentorships. Get the right information, find someone that knows how to walk you through them and watch your quality of life take new shape.
Download my new book and I’ll show you how you can triple your current number of leads, double your sales and increase your annual revenue by $50,000 or more… and WITHOUT spending a cent on marketing or advertising… GUARANTEED!, visit www.scalemyprofits.com
Dedicated to your Success!
Juan Velasco
Profit Acceleration CoachP.S. If you have further questions about this article, please leave me a message and I’ll respond as soon as possible or book a 30 minutes Complimentary Session to solve your most pressing challenge you have at this moment.
Be One with the Fish
In the last post we started our series on catching big clients, or “fish”, that will sustain your business over the long run. Today we’re going to take that a step further by talking about how to understand and think like a big fish company and how that can help you plan your approach and find success.
Before you can start the process of landing big clients, you have to make sure your entire team is onboard with your approach and vision. There are six keys to finding big client success. They are:
- First Impression: You must remember you have one shot to land a big client. If you make a mistake, they aren’t going to consider you again. Never give them a reason to doubt your abilities.
- First Priority: Your fish must always feel like they are your first priority. Returns calls and emails immediately and find solutions to their problems or questions as quickly as possible.
- Flexible: You need to be flexible in your negotiations. If they need a special service or for you to customize a product, say yes for the benefit of the long term. A little hassle now will be a big pay off later.
- Long-term: This goes along with the last one a bit. As you are approaching and negotiating with big fish you need to think about the long term benefits for your business. If you go for a ones-time big score you will lose their interest.
- Have Fun: Work should be fun, even when trying to land big clients. In fact, this should be the most fun. You are sharing your vision with new people and including them in your future success and likewise. People simply work better in a fun, happy environment. Your passion will also be contagious and pull the fish into your vision even more.
- Help Them: If you take just a little bit of time and offer your clients ways to save money or time by introducing them to potential business partners, this will show you really are invested and interested in their business. Strive to find balance between your business needs and your client’s needs.
There are also a few tactics you can use to bring in a big-company vision to the people on your team. You can:
- Post these six keys for all to see.
- Put together a performance based incentive program.
- Conduct frequent team meetings.
- Use a “right now” policy that dictates big fish calls be answered immediately.
- Offer awards/recognition for big-company ideas and executions.
- Put together a training and certification program based on the six keys above.
These 6 keys and tips will help you instill a big-company mindset through your company which will help you be more prepared and more likely to land your big fish. Once your team is thinking this way, you’ll be unstoppable.
If you need help putting together an incentive program or other way to push your team toward the big-company mindset, try our GUIDED TOUR to work with one of our coaches or check out our resources and tools.
If you have a business and have not yet managed to start to create wealth and systems that allow you to take time off, build retirement accounts or pay for your children’s college, then learn and master the steps outlined in my book that I would like to share with you (link below).
I am a huge advocate of education and mentorships. Get the right information, find someone that knows how to walk you through them and watch your quality of life take new shape.
Download my new book and I’ll show you how you can triple your current number of leads, double your sales and increase your annual revenue by $50,000 or more… and WITHOUT spending a cent on marketing or advertising… GUARANTEED!, visit www.scalemyprofits.com
Dedicated to your Success!
Juan Velasco
Profit Acceleration CoachP.S. If you have further questions about this article, please leave me a message and I’ll respond as soon as possible or book a 30 minutes Complimentary Session to solve your most pressing challenge you have at this moment.