Hi Steve…
Want to sell your book and/or services to the Fortune 500 and other big businesses?
Of course you do because the payoff can be HUGE.
Today I've got five tips for you on cracking the corporate market from my friend Rick Miller.
For over 30 years, Rick has served as a successful business executive in roles including President and/or CEO in a Fortune 10, a Fortune 30, a start-up, and a non-profit.
Rick has also been an invaluable mentor to brother/partner Bill and me as well as many of our clients, including one he showed how to create a $2.4 million proposal and get it in front of high-ranking officials at one of the world's biggest businesses.
Rick's new book, Be Chief: It's a Choice, Not a Title, is being published this September.
Keep reading about a special gift I'll send you when you pre-order your copy now.
Here are some of Rick's tips for selling to big companies:
#1 - Pay Attention to the Purchasing Cycle. Many big corporations are planning next year's budget by Halloween. You're better off making your pitch 30, 60, or even 90 days sooner, so the business, if interested, can allocate funds for you and your work. Catch decision-makers before they take summer vacation!
#2 - Speak the Language of Business. Put numbers on what you offer. Quantify it. Translate your "ask" into analysis of how you'll help a company raise its revenue or lower its costs. Lead with a clear statement of the "bang for the buck" you can guarantee (without overpromising). What will the company's return on its investment of money or time with you be?
#3 - Discover the Purchasing Culture. Research how the company you want to work with buys. Some organizations, for instance, don't allow sole-source contracts; they think competition among vendors ensures the best deal. Some have decentralized certain purchasing decisions, allowing local branches some freedom; others have not, and make every possible purchase go through corporate HQ. Purchasing culture isn't top secret. With a little digging, you'll discover how to save yourself—and the company—a lot of time, because you'll know exactly who to pitch.
#4 - NEVER Offer a Free Trial. Business execs know nothing is ever really "free." Even if no money changes hands, doing anything in a big organization costs time, focus, and personal energy that could be spent elsewhere. Show you understand the true costs of taking you up on your offer.
#5 - Pay Attention to Everyone You Meet in the Company. Naturally you're going to be aware of how you approach an executive. But how did you treat the receptionist, or the administrative assistant? Little things matter, and people in offices talk to each other. The kinder and more professional you are in your dealings with everyone at the company, the quicker you'll be seen as someone worthy of trust.
Want more of Rick's guidance on cracking the corporate market?
I'd love to send you a copy of the full 63-minute audio interview we did with Rick on selling books and services to huge companies.
To get your copy, take these 2 steps right now…
STEP # 1 – Pre-order your copy of Rick's new book, Be Chief, from Amazon by clicking here
STEP # 2 – Email a copy of your Amazon receipt for Rick's book to my team at RickBookBonus@freepublicity.com. When you do, within two business days we'll send the link to access the full interview with Rick.
In the interview, Rick really pulls back the curtain on what it takes to get your foot in the C-suite door at big businesses.
PLUS, you'll hear exactly how Rick helped our client get a $2.4 million proposal in front of high-ranking officials at one of the world's biggest businesses!
Pre-order your copy of Rick's book now and per above, send me a copy of your receipt so I can get this valuable interview to you, and you can start having success cracking the corporate market!
All the best,
Steve
No comments:
Post a Comment