How to Sell to Bigger Clients..? Fighting the Demon-Mafia

24 05 2013
Selling to Bigger Clients - Sales to Bigger Clients

Fighting the Demons – Selling to Bigger Clients

Video games have fascinated me. Even today, First Person Shoot games like Medal of Honor Allied Assault is still my passionate addiction. What’s more fascinating are the heroic pursuits of heroes battling larger-than-life demons and monsters, in pursuit of getting their dream heroine, caged and locked in the darkest dungeons, where no ordinary access password works, out of the clutches of the demonic-mafia.

Even then, the lone hero does it – dismantles the castle, crushes the skull of the demon and makes the bosses look minions. So how is it cracked..? Well if its a sick Bollywood flick, then its the curse or the prayer of the ever sicker Bollywood mother left with a breath or two but still survives for the next 3 hours and so does the prayer or curse.

If its a Hollywood flick, then its the staff of Gandalf, the illogical wand of Harry potter, or the inherited powers of the fallen gods. But it does end happily.

Now the same is true when pitching larger-than-life clients and brands for selling your solution and product – what’s the first reaction..? A spine chilling feeling running down with a trickle of sweat, a remorse that you can’t beat the odds and the already installed competitor who enjoys monthly maintenance charges for a solution which is 100 years old.

Selling to Bigger Clients - Sales

Selling to Bigger Clients

So how to sell larger clients..? No need to curse the client or its sheer pride of credibility it has earned through the years. Well its the preparation – study the clients, get the email addresses, subscribe to the latest updates, connect on LinkedIn, get introductions, study the events, the showcasing of the models, study the competitors of the client – this helps in creating a stronger business cases. Study your competitors on how they have set their foot in the door.

Allow your business case to be justified with a proportionate and comprehensive analysis of the competitor – this operation should be spread well up to 3 weeks to a month and a half. Once all the homework is set, the challenges, big clients have bigger issues. No one has ever reached and experienced Utopia, so the options of improving are just everywhere. The inches we have, are just everywhere around us (Al Pacino from Any Given Sunday).

So pick up a client, start studying, go back to the University level like Harry Potter, crack your knuckles and start the magic. No demon should then be an impossibility if you’re eyeing the crown.

See you at the top.

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