There’s a good reason why shows such as Dragon’s Den and Shark Tank are favourites amongst entrepreneurs and business persons. You can learn so much from them, one of which lessons which is repeatedly taught is that of how identifying market share potential is in no way an indication that you’ll actually be able to isolate a certain portion of that market share. It’s all good and well making projections based on just one or two big ticket clients you can land, but it’s often another story altogether actually landing those big ticket clients.
That said however, here are some tips which have been successful in landing big ticket clients, which you can implement in your quest to gain precious market share.
Get to know the key decision-makers
As much as the ultimate motivation for trying to get to know the key decision-makers in the big companies whose big ticket business you’re after is indeed that of landing lucrative deals from them, the process of getting to know them should be as natural as possible. You don’t want to force things because then the whole exercise will have been a futile one – they’ll see right through you. That said though, there is so much to gain out of getting to know key decision-makers such as someone who is in charge of sourcing the bulk raw materials their company or business use to create their end-client product or service.
That person could very easily recommend you as the new supplier, thereby landing you a very lucrative contract that is as easy to honour as simply sourcing low and reselling just a little higher, in line with the basics of business. It is indeed challenging to get to know these people, however, it can be done, simply because it’s quite lonely at the top! If I was getting married soon, for instance, I would use that as a great opportunity to grab the attention of a targeted key business decision maker by perhaps sending them a save the date postcard which kind of suggests that I value their support – this after first establishing some initial contact with them, of course.
It starts with personal connections such as these.
Offer the key decision-makers value
Next, you need to demonstrate to the key decision-maker that you do indeed posses some value which you can offer and value which you can offer to them specifically. It doesn’t have to be anything that has to do with their business directly, but perhaps just showing them how you can save them money with some valuable information you might have.
Demonstrate your abilities with smaller jobs, projects, etc
You’ll seldom get a big ticket contract from a big ticket client as the first bit of business between you, so you’ll essentially have to prove yourself by first demonstrating your abilities to deliver on a smaller job or contract. Be careful not to fall into a comfort zone however, because the ultimate goal is indeed to land the bigger projects.