So your company needs to grow and you’ve decided to go after bigger fish. Getting bigger corporate accounts is easier, if you develop the right system.

But not only must you have reason to be confident, you must position yourself and your company to instill confidence in your prospects.

Here are the keys to landing bigger accounts:

1. Start positioning your brand

Professionalism matters in order to build a relationship of trust. You must appear to be a professional peer. Size doesn’t matter but image and professionalism count.

Develop a great elevator pitch. After you make favorable sales contacts, you’ll be researched by your prospects.

Make sure to use the best practices to optimize your brand and manage your Web reputation.

2. Practice your sales approach

The secrets for success require your ability to implement the seven steps to higher sales and understand the five value perceptions that motivate sophisticated customers to buy from you.

Of course, you must be ready to overcome objections.

At every opportunity, strategize on sales and networking strategies to build strong relationships.

I wouldn’t rule out cold-calling.

You must appear to be a professional peer.

3. Research potential customers

True, many salespeople don’t like clerical work, but you must do your homework. Countless potential sales have been lost because salespeople couldn’t demonstrate knowledge about prospective companies and their industries. 

You can save some time in research by using tools such as Google Alerts for your targeted industries and companies. Once the sales dialogue starts or after you land the business, you’ll develop information you can give your prospects and customers. You’ll also develop multiple reasons to call on your prospects. Many will appreciate the attention. 

4. Set goals

Develop a comprehensive list of prospects. Prioritize your prospects – A, B or C. Category A prospects should be followed-up every week. So use a suspense system to remind you when to make your  sales calls. 

5. Find needs to fill

Approach the people who will profit by doing business with you. Don’t commit the seven deadly sins of selling. To accelerate your success, contact 15 prospects a day. Don’t give up. Many salespeople give up too soon. The average sale takes five meaningful contacts. You also have to develop instincts in knowing when look elsewhere. 

Be prepared to provide helpful information — another reason to use Google Alerts to keep you up-to-date for your sales prospects. Make sure the prospect feels it’s a good investment of their time to talk with you. Successful people want to save time and money while generating revenue. 

Good luck! 

From the Coach’s Corner, here are related resources: 

The Six Secrets of Becoming a Winning Sales Organization — Companies with optimal revenue naturally have great sales organizations. Why? Such companies share six common traits that are critical for their sales success.

Consultants – 5 Strategies to Build Trust with Clients — When a businessperson hires a consultant it’s usually because of brand trust. That’s an emotional decision no different than when a consumer buys a new refrigerator or car. But there’s one major difference – the consultant is dealing with a wealthy client or someone who wants to be affluent. Wealthy people have a different mindset, which is why they have money in the first place.

Public Speaking: How to Earn Loyalty, Trust from Your Audience –For success in giving a speech, you must be able to bond with your audience. How? If you use a simple technique you can earn loyalty and trust with your audience members. Many speakers, however, overlook using the technique.

Big Ticket Sales – Prevent Buyer’s Remorse with 4 Precautions –In big-ticket sales — from consulting services to information technology — customer emotions run high. Buyer’s remorse will cost you a big sale. To prevent buyer’s remorse, you need to be a calming influence in order for the customer to understand you’re providing value.

Want More Business? Build Trust with Consumers…Here’s How –With consumers trying to cope with information overload – you will increase B2C sales with long-term customer loyalty – if you build trust by using best practices. It may be an obvious approach, but it’s confirmed by a study that shows 84 percent of the respondents declared trust must be warranted before they buy.

It’s a thankless job but I’ve got a lot of Karma to burn off.


Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.