Selling to corporate clients can be exciting, and sometimes daunting. And everyone wants to know…what’s the secret sauce?

From the thrill of landing big contracts to the unexpected surprises that come with corporate red tape, we cover it all. You’ll hear about the challenges of finding the right decision-makers, the complexities of procurement processes, and the importance of pricing your services appropriately to account for those hidden costs.

We also discuss the potential rewards of working with corporate clients, like the opportunity for repeat business and the chance to make a significant impact on a large scale. Plus, we share tips on how to leverage your unique strengths and experiences to connect with corporate teams effectively.

So, if you're considering selling to corporate clients or just want to learn more about what it takes, this episode is packed with valuable insights and a few laughs along the way!

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Here are three key takeaways that stood out during our conversation:

●      The 5 “P”s of Selling to Corporate: Selling to corporate clients can be a different ballgame compared to smaller businesses. We discussed five specific challenges, including prospecting, people, processes, paperwork, and pricing.

From finding the right person to talk to, to the often lengthy procurement processes that can feel overwhelming…it's crucial to be prepared for the red tape and to understand the internal dynamics of the organizations you're targeting. Knowing who has the decision-making power and how to navigate the paperwork can make all the difference in your success.

●      Financial Surprises: One of the biggest surprises for many new to the corporate world is the financial aspect. From insurance requirements to payment terms that can stretch out for 90 days or more, it's essential to factor these into your pricing strategy.

We emphasized the importance of pricing your services in a way that accounts for these unexpected costs and delays, ensuring that you remain profitable while building strong relationships with your clients.

●      The Ripple Effect of Corporate Work: Despite the challenges, working with corporate clients offers incredible potential for impact. The ability to reach a large number of employees and make a difference in their work lives is a powerful motivator.

We shared personal experiences of how corporate engagements can lead to repeat business and even opportunities for global travel, enriching both your professional and personal life.

●      Research Corporate Client Needs: Take the time to understand the specific needs and expectations of corporate clients in your industry. This includes familiarizing yourself with common processes, procurement requirements, and potential red tape.

●      Prepare for Financial Surprises: Account for unexpected costs such as insurance policies, software fees, and extended payment cycles when pricing your services. Ensure your pricing reflects these potential surprises to maintain profitability.

●      Identify Key Decision-Makers: Develop a strategy for finding and connecting with the right people within corporate organizations. Understand the hierarchy and decision-making processes to streamline your sales efforts.

●      Leverage Existing Networks: Utilize your current connections and past experiences to identify potential corporate clients. Attend networking events and engage with local businesses to expand your reach.

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