In my last post we talked about how to bring the big-company mindset into your business and your team so that you can work with big-company clients. 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 how untangling the red tape of your big company clients – AKA fish – will help you serve them better.
It’s important to know about the fish before you put a plan together for them.
We’re also going to take a moment to talk about the potential “red tape” you may encounter along the way.
FOUR STEPS TO KNOWING YOUR CLIENTS
The most important thing to know about your fish is their purchasing habits and procedures. There are four main things you need to know in order to be successful with these clients:
- 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 your clients’ fiscal budgets, so you know exactly when they are planning their expenses for the year.
RELATED: ARE YOU ON THE RIGHT PATH TO BUSINESS SUCCESS?
UNTANGLING THE RED TAPE
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 learn from. There are two ways to learn from your big clients’ systems:
- Analyze their activity.
- Review their correspondence.
- Take action based on their needs.
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 your big fish client needs to crunch some numbers, offer to do it for them. If they need more information from you, 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 at www.iamcharlottehoward.com to find the right tools to get the job done.
Wishing You The Ultimate Success!
Charlotte
Charlotte Howard is the Founder of the Hair Artist Association with over 4000 members, CEO of Heart Centered Women Publishing, Founder of Wealthy Women Inner Circle and Co-Founder of Wealthy Women Entrepreneurs.
She’s written and published thousands of best selling books. She’s one of the most-highly paid board certified book writing prosperity life coaches, women’s book publishing consultants and influential women’s book publishing expert trainers in the world.
Charlotte has been called by the Information Marketing Journal an “Information Marketing Genius”. Amazon and the Yearbook of Experts named her one of the most influential women in the world of beauty, business and women’s transformational book publishing industries.
She is also in the Top 1% Most Followed Transformational Public Figures In Beauty, Women’s Business and Women Book Publishing on LinkedIn, with over 100,000+ fans across her pages.
Charlotte is a proud homeschooling mom of 4 beautiful kids. She loves the beach, reading, writing and traveling with family and friends. She is an avid Netflix and Amazon Prime lover. Since leaving corporate america she’s finally been able to enjoy a freedom based lifestyle and believes everyone should be able to do the same.
