3 Keys to Landing Big Clients

Posted by Elliot Jolesch on February 20, 2018

It may seem cliche, but business is all about relationships. After all, cliches in the business world exist for a reason, and many of them are fundamental time-tested truths. And this one is even more true and essential than most. To have a thriving, successful company, you must focus on your relationships with partners, employees, vendors, colleagues, and most importantly, clients.

Another cliche: every business needs customers/clients to be successful. While this should be the most obvious of all business maxims, many entrepreneurs and managers get so caught in the countless other elements of running a company that they lose track of what is most important. The relationships you build with your clients are the most crucial part of your business, and the quality of products/services you provide them is the single most critical aspect of success.

With that being said, it should also be noted that the number of clients you have is not always the most important thing. While you and your company should naturally focus on increasing the quantity of clients, you could be even more successful by focusing on the quality of clients. This means you should structure your marketing, sales, and outreach towards reaching the big fish.

These types of clients may not always respond to the traditional tactics you use to reach more modest clients, and you should understand the steps to reach the bigger clients in your industry. To do just that, the following steps can help you redirect your efforts towards the big boys and build relationships that can indeed take your company to the next level. 

1. Make a good first impression.

You only get one shot at this, so you should take all necessary steps to ensure that your first impression is a great one. Your first meeting with a big client should be professional, focused and exciting. You should be able to quickly explain the benefits of your company, and stress how your products/services will make the life or business of the client better. These big fish typically have tons of companies vying for their business, and if you do not get it right the first time, you may not get another opportunity.

2. Make them feel like your highest priority.

Big clients need to understand that their needs will always come first concerning business. You need to let them know that they will be important to you and that you will always put them ahead of other priorities. Make them feel special, and they will give you their business. A few ways to do this:

  • Return their calls or emails immediately.
  • Work to resolve problems as soon as they are brought to your attention.
  • Give them a personal touch and work with them yourself.
  • Check in with them at regular intervals, and make sure they are satisfied with your products/services.
  • Most of all, work to build a meaningful relationship.

3. Be flexible to meet their needs.

You may have specific policies, procedures or other elements of your business that do not fit well to what the big client needs. In these cases, you should be flexible and do anything within reason to adjust these elements according to the needs of the client.

There is also one bonus tip that many business owners overlook in trying to reach big clients: be passionate and have fun. If you are passionate about your business and providing great products/services, the client will feel that and know that you are someone they can trust. Additionally, you should make your interactions fun to let them know that you enjoy what you do.

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