At first I considered this to be a set back. Initially I was ecstatic that more leads were coming my way. Unfortunately, many of them were falling through. Not once have I ever felt like giving up. I was just at a loss as to what I was doing wrong.
I discovered the problem. I was thinking small. I came across a podcast featuring Sales Coach Melinda Chen. She helps female entrepreneurs sell to big clients.
Melinda shared a conversation she had with an executive who noticed she was always contacting smaller clients. He asked her, "... How are you ever going to sell to big clients if you're surrounding yourself with small clients?"
Light bulb! Honestly, I know my fees are extremely competitive, but as long as I only focused on the start-up business owner my prices would be considered too high.
This week my strategy has changed. My mantra is now "Think Big". I have been following Melinda's blog and here are some positive and uplifting facts I've learned:
- Big companies are actually easier to deal with than small companies. They have the ability to maintain long-term relationships with you.
- You don't have to be a conglomerate before selling to larger companies.
- You don't have to have big bucks to advertise your business. Some of the ways you can market your company? Content Creation, social media, PPC to name a few.
This week I have started a Business Page on LinkedIn. Research says that in terms of business social media, this is one of the better platforms to be on. Also I will be investing in ads on LinkedIn and in order to do so you have to have a business page.
I have developed a routine to blog at least once per week, and then share my content. I have created an ad budget and changed who I now market to.I have timelines and goals. I want to to work smarter not harder. It's time to think big.
Are you a small business thinking big? How did you change your strategy?