February 27, 2010 Leave a comment
Your dream sale probably involves a Fortune 500 company and millions of dollars. The problem with sales is that it is very difficult to sell to a Fortune 500 company due to their corporate structure and if you happen to seal the deal, don’t expect to make much money at first.
Although these companies have large budgets, they usually won’t spend much of it with you the first time around. If you want to get around this, you have two options:
Get to know someone high up in the company that had a lot of pull.
Have a product or service that can either save a company money or make them more money.
If you can’t get around that, it doesn’t mean you shouldn’t go after the sale. Actually you should do whatever you can to close the deal, even if this means you are going to make no money on the deal or potentially lose money. The main reason you want big named clients is so that you can showcase them to other potential clients. This will help build the credibility of your company and help you make larger sales. Plus what you’ll sooner or later notice is that the majority of your big sales are from companies that most people have never heard of.