Working with big corporate clients is the aspiration of The Global Associates B2B lead generation services. Catching big fish remains the main focus of most B2B lead generation companies whether they already have some major accounts under their belt or whether they are just looking to expand their wings and get into that big league. Acquiring a major account provides several advantages and throws up some challenges at the same time as well. These big corporate have huge budgets, their business requirements are more complex yet more lucrative. You get an opportunity to form long-lasting business relationships with them that not only ensures handsome rewards for your organization but also gives you a chance to grow with them.
Selling to big corporate clients is, however, never easy. The sheer size of these companies or conglomerates intimidates most sales persons. Their working styles and hierarchy confuse smaller organizations trying to form a relationship, so what exactly does it take to deal with a big company? Let us discuss some common hurdles and misconceptions regarding selling to these big corporate.
- Convince them you are here to stay:
One main challenge for B2B lead generation services is to convince the big corporate that they won’t vanish in a hurry. These companies operate on longer timelines, they hate dealing with an agency that is going to disappear within a year or two. They are not going to give you an entry into their organization unless you overcome this apprehension and convince them that you are here to stay. They need an assurance that you would still be there with your solutions whenever they require your services.
- Show them you are up to the task:
A big client doesn’t want to waste their time on a small organization that doesn’t have the capability to deliver the goods. They deal with well-established companies that can provide the products or services as per their requirements and timeline. It’s imperative to exhibit your true capabilities to them if you want to get their attention. You can achieve this objective through well designed presentations, on-site tours and your previous track record.
- Don’t wait for a big deal:
Getting a full contract with big corporate is never easy for smaller B2B lead generation companies. However, it’s not a bad idea getting a foot in by offering to provide solutions for a part of their requirements. This gives you an opportunity to exhibit your capacity and get bigger deals in future.
B2B lead generation services need to believe in their own capability and not get intimidated by the size of an organization. You need to show your true worth and convince the big corporate that you are here to stay if you want to graduate into that big league.