How To Prospect Fortune 500 and make a sale or two.
I’ve been helping a client “get in-the-door” at Fortune 500 companies in the medical device & pharmaceutical sectors.
He sells a service with recurring anual revenue…upwards of $85,000 per Fortune 500 type customer.
He had nearly all the ingredients.
He just didn’t have them in the right order — and he missed a few tricks I’ve learned and found quite useful.
One of those tricks he did not need.
And you will never guess what that was…so I will tell you now —
Face-to-face appointments were NOT how he got prospects to buy into his service.
Truth be told — his customers he developed by phone prospecting and referrals.
This old-school way I liked…as appointment setting plus the dog-and pony show hoopla that go with it are way over-sold by sales gurus pitching their wares (more on this appointment setting game is here).
But back to my story and helping my client.
I have to be honest, what I admire most is his absolute devotion to customer service —- once he gets a customer he keeps that customer.
It’s separates him from most of the competition…and helps explain why he has been in business since 1983.
So far so good.
Do I have your attention?
Excellent! I will update you on results…especially the process for reaching and then establishing credibility with the higher-ups in the Fortune 500 world.
It’s a methodical process…and I will be getting back to you with updates you may find helpful if big companies and the like are where you want to make some sales.
George ClayInterested? Fill out and email this contact form. I’ll contact you within 24 hours by phone to learn what you need and see if I’m a good fit for helping you.
[Also, for further study:
- Harvard Business Review On Cold Call Sales Prospecting
- 7 New Rules for Prospecting In The Age of The Customer
- Survey of best media for highest QUALITY sales lead generation.
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