What will you learn from this book
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Targeting Big Clients: Strategies for smaller businesses to target and secure larger, more significant clients or contracts.
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Value Proposition: Emphasizing the importance of offering unique value propositions that resonate with larger clients.
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Building Credibility: Techniques for establishing credibility and trust with big clients, even as a smaller entity.
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Understanding Client Needs: Focusing on understanding the needs, pain points, and expectations of larger clients to tailor offerings effectively.
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Differentiation: Highlighting how small businesses can differentiate themselves from larger competitors to stand out in the eyes of big clients.
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Relationship Building: Emphasizing the significance of building strong relationships and rapport with potential big clients.
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Negotiation Strategies: Offering negotiation strategies tailored to securing deals with larger clients.
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Value Communication: Articulating and demonstrating the value that a smaller business can bring to larger clients.
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Persistence and Patience: Encouraging persistence and patience in pursuing and securing big clients, as the process might take time.
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Leveraging Success: Leveraging successful partnerships with big clients to further grow the business and attract additional opportunities.
| Language | English |
|---|---|
| ISBN-13 | 9780761145240 |
| No of pages | 188 |
| Font Size | Medium |
| Book Publisher | Workman Publishing Company |
| Published Date | 04 Mar 2008 |
About Author
Related Books
Now available in paperback, Steve Kaplan's Bag the Elephant, is the New York Times, Wall Street Journal, USA Today, and Business Week bestseller that has received praise from around the business community:
"Steve Kaplan's elephant strategy is right on the money, as long as you're willing to roll up your sleeves and go to work."―Daniel M. Snyder, Owner, Chairman of the Board, The Washington Redskins.
"Kaplan shows you how to think BIG, act BIG, and win BIG."―Jeffrey Gitomer, author of The Little Red Book of Selling.
"A terrific read! From now on, when I think about building business and sales, there's no way I'll ever forget the Elephant."―Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive.
Bag the Elephant is all about how smart businesspeople can woo and keep those all-important elephants―the big, make-or-break customers. Like its companion, the New York Times bestseller Be the Elephant, it is filled with dynamic advice and real-life examples, delivered in an energetic, straight-shooting fashion that gets right to the core of its powerful idea―how to land the account that will put you over the top. Here are six keys to achieving the elephant mindset and understanding the big customer. How to map and use a big company's red tape to your advantage. Why the elephant needs you as much as you need it. Preparing yourself and your pitch. How to negotiate with elephants without losing your profit margins. And how to avoid the five killer mistakes, from mismanaging client expectations to losing sight of the numbers.
For small business owners, entrepreneurs, executives, and sales people, stalking and landing an elephant can be the most profitable adventure of your life, and Kaplan explains everything you need to know.