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Invest in professional web development to create a site with a nice and responsive design. Describe your company and your services using well written text and quality images. Add testimonials from other clients, approving the quality of your services or reporting the profits they had with your hiring. Have a page with the contact information and the address of your company.
Remember: no one is going to hire you without first researching you.
Have an impressive business card. Taking care with the quality of your business card and your site transmits security and confidence to the buyer. This may seem like an unimportant strategy, but it is not.
When you receive a well-made business card, you are left with the impression that the company is reliable and successful. Therefore, if you want your prospects to have that same impression of your business, hire a good graphic designer to make a creative art appropriate to your area of action.
Keep your company’s documentation and accounting up to date. Large companies often request references from service providers before hiring them. Do not leave to organize that at the last minute, as you can not have time to take the references requested and end up losing the opportunity to conquer an important client.
No matter how much this article is about selling to big companies, in the end your goal will be to convince people, not companies.
One of the factors that weigh most heavily on the employees of a large company when deciding on a purchase is trust in the service provider.
How can you increase the confidence of the prospect in you?
By being more present. People tend to trust more people and brands that are easily remembered.
Large companies are coveted by many service providers and probably by several of your competitors. And several times you will find yourself with the following question:
“Why should I buy from you and not from competitor X?”
Therefore, define the Unique Value Proposition of your business.
You must be ready to say why your service is unique and different from that of your competitors.
Having that answer on the tip of your tongue, with conviction and security, can earn your company many points in favor.
When you’re looking for a customer, explore the end result and the benefits it will have with your service.
Don’t focus on the tasks you’ll have to perform during service delivery.
When you “sell” the benefits of your service, you activate the emotional brain-building side of the buyer by projecting an image of how his or her life will be better in the future.
On the other hand, when you focus on the details of the service and the tasks you need to perform, you activate the rational side of the buyer’s brain and the sale can be complicated.
Imagine that you work with website development. You can approach your client in two ways:
“I’m going to develop a site that will generate more sales for your business.
“I’m going to develop a responsive site with 3 pages: Home, About your business and Contact.
What is the way in which you have more opportunities to attract your client?
Providing solutions to problems that are worrying decision-makers at that very moment.
It’s a fact that we can’t rely on the growth of our business from informal talks with friends.
However, many of these problems are disclosed in press releases and news.
So, knowing about them can be very easy, if you set up Google Alerts to notify about news published about your potential customers. You will be able to offer more targeted and timely solutions and have a better chance of success.
This may seem contradictory, but coming into contact with a company without trying to sell your services can, in many cases, lead to making a faster sale than with a direct sales approach.
Imagine that you have seen a news story about a company in a situation where you are well prepared to help. Instead of trying to sell your services, you contact the health department, mention that you have seen the news and inform them how their problem can be solved.
You offer help, without trying to make an appointment, without talking about your services or making a sale, and you say goodbye.
By doing this, you will be activating the mental trigger of reciprocity in the buyer.
Human beings tend to want to give back to those who generate value for us in some way.
In addition to seeing you as a problem solver – and not as an insistent salesperson, the head health department will be likely to buy from you the next time you offer your services.
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