You and your company probably have a dream client in mind. To land a big account, remember what corporate America is looking for and keep the following in mind:

* Offer them something different. They already have good suppliers. If you are different in some way, you’ve got a much better chance.

* Specificity. Be specific about what you have to offer. Big companies have many product lines, so focus on one area of what you have to offer and what you can do better than their other supplier provides.

* A good reputation. Corporations want to buy from companies that have a good reputation. Tell them about your company history and present capabilities. They are not only buying in on your product but your company as well.

* Preparation. Know about the corporation, how it operates and how you can help. And, be realistic.

* Global strategy. Changing vendors can be very expensive. Global companies, say experts quoted in INC., want a long-term relationship with a supplier that has thought about working within the company’s strategies.

And one last tip: if traveling has become too prohibited, take fewer trips and use Skype, when a face-to-face call would achieve the same results. May sound like a lot of effort, but just think of the rewards!

Now, go forth and prosper!
Carmen, “The Publicity Diva”
www.ThePublicityDiva.com