how to sell your service to big
companies hey what's up this is Pete's
got hair sales and business mentor for
the one percent if you're here to
increase your sales get more leads sell
to the consumer market and the corporate
market then guess what you have a right
in the right place if you haven't
subscribed yet to this channel I urge
you to hit the subscribe button right
now hit the like button because every
single day I'm providing valuable
knowledge in how you can create a more
profitable business or career and every
day you can learn a new skill for me or
set of skills to really make that happen
so in this video super excited to share
it with you because 70 companies is how
I got my business from right start it to
where it is today so this is my bread
and butter work this is the area I can
especially help you because I have my
personal story in selling to companies
but before I even go into that first of
all make sure you stick around to the
end because I'm sharing a lot during
this 10 minutes with you and second of
all make sure you take plenty of notes
do not trust your memory because what
I'm gonna share if you follow
sequentially so you can follow through
in order that's really gonna help you
because then you can actually provide
the steps to success instead of having a
bunch of information and not being able
to implement it because action is key
from what you learn it's not just about
the theory of course so let me ask you
this how would it feel if you take your
service that you have right now or the
service that you would dream about
selling to companies maybe it's training
consulting or some other service and you
you manage to close a deal for 50,000
pounds imagine being a coach who's
currently trying to get kind after
client in the consumer market but
instead of chasing the next transaction
instead of chasing the next potential
client fingers crossed you could set up
a ongoing relationship with a big
company to go in and be the coach or
mentor for an entire department perhaps
for the entire organization and now
instead of just selling your mentoring
or coaching once you've sold it 200
there's 200 staff to coach I think about
it the good news here is that when you
sell to companies that the contract and
the client value is usually much higher
than selling to the consumer market
consumer market is amazing too I like to
work in both but like I say how I built
my company was through working with
businesses and I love to work big
businesses because of the fast than once
they make a decision it's a big win as
well so let's get into it how can you go
from where you are now to landing your
first 10k 50k or even 1 million pound a
deal it starts off with your activity if
you've been following my YouTube videos
for a little while now you will know
that I'm all about activity I'm all
about the old fashioned never going to
go away
sales approach and that means that you
reach start reaching out to companies
the first way that I would do this is
simply by picking up the phone well
first of all identify your market which
industries perhaps you want to work with
first and then pick up the phone and
start doing your research try to get and
it's I'm not going to lie to you it's
not easy this is not a quick fix video
but what I wanted to do is make at least
a thousand calls a thousand calls over a
month and by doing that and doing the
surf don't call to sell purely call to
assess or example if you are a
management consultant I would reach out
to over a thousand companies in
different industries and then from there
I would speak to the person that made
the HR manager the marketing manager
whoever and whether specializes in the
area that you want to work with and then
from there simply cool to do research do
not call to self that's really really
crucial and once you've done your
research now you're going to have a
foundation of what is needed and what
it's wanted within the companies and
industries that you've spoken to
remember this companies are like people
they have problems too and they are
willing to pay sometimes a lot of money
to resolve those
issues in the first year of my business
I was able to make a six-figure income
very rapidly with only six or seven
clients I didn't have fifty sixty a
hundred different clients I worked with
a number of companies really focused on
helping them and taking their business
to the next level through the art the
science of sales because of course every
company wants to increase revenues
whatever it is that you offer make sure
that is something that is already needed
by companies some of them may already be
looking for a solution to a problem
let's say you do social media management
other companies out there who they don't
want to run their own social media and
think about the problem for them they if
they were to do it in-house it means
that they've got to add that somebody's
job description the chances are the
person doing the social media there
would be an expert in the social media
you might be an expert in social media
they also will be doing other jobs in
the company so they're not going to be
totally focused on social media and on
top of that they end up having to pay
maybe a 30,000 pounds salary to that
person so even though it sounds like
maybe big numbers to sell to companies
you might be able to offer a 10k
solution for the year but it actually
solves the problem for them because what
they do is they effective saying hey
we've got this problem with social media
we don't want to deal with it anymore so
can we give this problem to you and
that's the idea to start up a company's
most people this is really important but
just take one thing from this video take
this one thing most people would never
end up selling to companies number one
because they don't do the research to
actually find out that companies do have
problems and they need solutions but
number two do they over complicate it
they come up they try and come up with
weird and wonderful ways and advanced
strategies to reach out to companies and
it really isn't about that step back
understand it's the basics that will
always make the difference and if you
put a lot into those basics it can make
all the difference for you in the world
so now you know you've know that it's
about making those initial thousand
calls and doing your research that will
give you a foundation as I said before
but then start to think about who you
already know within companies the
average person knows over 200 people and
I don't mean through Facebook I mean
actually in real life so to start to
smoke a good idea to sit down and to
write lists of at least 50 people that
you know who are already in companies
maybe they are the HR manager maybe they
are the sales manager who knows one of
my first clients I actually got with a
massive recruitment company turning over
over a hundred million per year and the
only reason why won that contract was
because when when friends was the
Learning and Development Manager within
the organization and I was able to speak
to him reach out to him say hey I'm
doing this thing freelance now and I
would love to build a business at it but
the beginning I was freelancing makes a
greatness have a coffee and talk about
how we can work together so it's about
simplifying so write down who you know
and from there start to then shortlist
and go after ten people and said I'd
love to have a meeting with you about
how I can actually help your company and
the final thing I'm going to share with
you in this short video and I appreciate
there is more to this but I want to
share enough to get you started there's
plenty of meat on the bones for you to
do that so far the far away is to know
these three things or these three people
I should say the gatekeeper the
influencer up and decision
the main reason why people do not
succeed when selling to companies is not
because they don't have a great product
or service but it's much more because
they only ever speak to the gatekeeper
it is the gatekeepers job to say no it
is the gatekeepers role to say that the
manager is in a meeting
so just by calling once or twice you're
gonna get through to the gatekeeper and
if you don't learn how to adapt your
message or if you don't learn how to ask
the right questions and then you will
get stuck at the gatekeeper and never
get any further your job is to be able
to know how to influence the gatekeeper
to get through to the influencer or
directly to the decision-maker the
influencer is an important person to our
share more than this on another video
the influencer is somebody who will in
fact do exactly that influenced the
decision maker so a lot of time when
salespeople get through to the
influencer they're not too interested in
speaking to them because they say I just
want to speak to the decision-maker but
actually if you are able to influence
the influencer in a really positive way
and you're able to get them on your side
and believing in a product they can then
go and sell your product to the
decision-maker the ultimate person to
speak to though is the decision-maker
that's the person who holds all the
cards that's the person that once you
learn how to have a meeting with them
ask the right questions do a great
presentation solve their problem solve
their needs and then from there maybe
turn a need into a wants that's where
you can close the deal so
for this video I think I've said enough
if you want more on this let me know in
the comment section below but also check
out my other YouTube videos because all
of these videos in here can help you to
sell to the consumer and the corporate
market I want to thank you for joining
me it's been a pleasure and I'll check
you in our next YouTube video
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