is now a good time to become WordPress developers or agents. Economic, technical and social factors are integrated together, so that this is a truly unique moment for those of us in this field.
It is also very competitive and challenging. Growth is not easy. It requires skilled resource management, huge self -confidence and a lot of energy. It also needs some personal development, especially when walking out of the comfort zone.
I talked with hundreds of WordPress consultants from all over the world. I found that one of my dialogue over and over again was dealing with greater organizations.
This may make people uncomfortable. During a bigger customer, it may make people feel afraid and overwhelmed. So many, it is easier to put them in a \”too hard\” basket. This is what most people do. This is why those who are willing to get out of the comfort zone and immerse their toes into the water have huge opportunities .
The purpose of this article is to provide you with some structures and help you find yourself when talking to large companies. I feel supported when I am in the unknown waters. Hope that at the end of this article, you will be inspired, and there are some operating points that can be implemented.
Why?
I can give you a lot of reasons, why is it a good idea to deal with big customers, but I will summarize this: they are usually more favorable and emotional.
One of the challenges faced by small companies is that most of the time, you ask business owners to withdraw money from their savings accounts and give you in exchange for things they do not really understand. Building this trust requires you to do a lot of work on behalf of you, and most of the customers are attentive, because they have too much skin in the game.
Larger customers usually spend a pre -distributed budget, and have more realistic expectations for the results.
Most of the time, you will also work with the project manager with more experience than ordinary small business owners.
Larger organization likes to deal with small teams or separate developers because they usually work Fast and more agile. Cooperation with big customers can also allow you to focus on less projects at the same time,And truly give play to your creativity and technical power to provide excellent solutions. Based on my experience, it is usually better quality and more frequent.
attracting greater customers is definitely worth it.
So how do you sell and win greater customers? Let me share things that have been useful for me over the years. Some of them may look obvious, but all these elements work like orchestra: if one part falls, it will affect the entire symphony.
When you read this article, please remember that
are full of people in large enterprises
, just like you and me. Just because they have greater budgets, more followers, and possible projects that may not change such a fact, they are driven by the same desire and fear as all of us.
Let’s start working.
The first impression is very important -make full use of them
I hope you already have a professional and latest work combination. If not, then starts to build it .
Ensure that your works include multiple screenshots, links to real -time websites, overview of original briefings, and even case studies on the impact of finished products on customer business. Human Made’s gangs have done a good job in their investment portfolios on their investment portfolio.
An example of a case study.
It is super easy to make people contact you. Including maps, phone numbers (yes, I know this is terrible, but big customers actually want to talk to you), of course, there are contact tables. \”24\” in Melbourne WordPress institutions do well on their contact page.
A very simple contact page.
This is self -evident, but it is very important. Your website must look great. Not good, not good enough, almost not done, but amazing. Bring your own personality into your website as much as possible.
One of the heroes of my web design is Andykrak from the UK. His brokerage company is named Stuff \u0026 AMP; Nonsense, a loyal fan of \”Human Planet\”. People hired Andy because he was very good, and his website reflected this.
stuff \u0026 amp; Nonsense homepage.
You may think that the recommendation book is a bit tacky, but I assure you that social certification is crucial when building trust with strangers. My friend Derek Sivers made a wonderful 3 -minute speech at a TED meeting in 2011 and got the audience applauding. In his speech, he talked about the importance of the first follower. The first follower was to allow others to follow the leader. I am willing to provide you with your first group of followers who are recommended to be displayed on your website. Don’t underestimate the power of this social certificate.
Outreach: Avoid unfamiliar calls, try to increase value [ 123] Let me solve this problem now. I hate pitching. Most people do this (except Orankrav, which lives for it). What I prefer is to leave the bread crumbs. Let me explain.
Cold hung is a downright morale, which is good for
No one . Affective person who is valuable is a completely different story. Your job is to figure out who you want to work with and how to start adding value for them.
Avoid cold calls -strive to increase value. (Photo source: POUWERKERK)
First, never assume that the decision maker does not want to hear your news. In addition, never assume that they are very satisfied with the current digital agent. According to my experience, there are always skeletons in the closet
. Ideally, you want to try to establish a connection with people in large organizations through the people you already know in the Internet.
One of my e -mail subscribers worked for a large organization and introduced me to his boss. He happened to be a decision maker. I don’t have to work very hard to build trust, because my subscriber has completed this work for me.
You can start contacting in various ways and add value to the person you may not know. Here are some ideas that allow you to jump out of the boxes. Invite them to participate in Wordcamp or WordPress party. Inviting people to speak in the event is always very flattering, and it is also a good way to start a relationship.
Contact them through emails or Linkedin to introduce them to the people they know, and you think they may provide something.
Some preliminary research by reading someone’s Twitter or LinkedIn post can reveal what they are looking for and what they have.
Ask. One of our WP Elevation members wrote a simulation proposal for a big customer as an exercise and sent it to others he almost didn’t know to get some feedback. His instructor said, \”I don’t realize that you can do all of this. Can you do this on my website?\” Because of this unintentional strategy, he has gained one of the biggest jobs so far.
Proposal to buy lunch for someone so you can choose their brain. I admit that this may make people uncomfortable, but every time I have got rid of it for a long time to do this, it will bring huge returns. Most people will say no, but occasionally you will build a connection and understand the operation of large -scale organizations.
Find local marketing gatherings and propose to display related topics. Every time I attend the event, I finally get more clues and more demonstrations than I can handle. I never sell my business during the speech. The by -product of the speech is that you forced yourself to practice your crafts and completely understand your theme. You never know who will become an audience.
I never need to sell to win a project. I have written a proposal, but they are all directed to call. This is a very favorable position. The more you practice in contacting the big company, the more comfortable you will be in that space
.
让你的脚进门最后，这It is a practical method that you can step into the door. I like to build a prototype. Interactive prototypes allow customers to play with their ideas in the browser and check their functions before debugging the entire project. It is called the minimum feasible product or concept proof. In any way, it is a good tool for organizing trust.
At the moment of the transfer of funds, fundamental changes will occur. There are more risks and new trust. It is not a secret to make it easier for existing customers to spend more money than looking for new customers (cheaper). Therefore, if you can provide interactive prototypes to large organizations to help them communicate with internal interests, then you will be in a favorable position for building finished products.
Provide a fast prototype to give you the opportunity to easily get more business.
I use WOOTHEMES’s Canvas and various plugins to generate the fast and dirty versions that customers think they need. I excluded all the design elements outside the prototype production process so as not to confuse anyone. These \”black and white\” prototypes can also be used as effective documents to be briefly introduced to designers.
The final idea
is larger The organization provides you with excellent opportunities to improve skills, profitability and professional networks. Their payment may be a bit slow, so they must make friends with the accounting department. The sales cycle may also be much longer than a small enterprise, so please manage your expectations and keep giving up bread crumbs. Once you have established a good relationship with a large organization, you may be introduced to new projects in other departments. Make sure you obtain a permit for using the project and its logo on your investment portfolio website because it helps attract other high -quality customers.
Oh, if you haven’t done this yet, then you should click the release button every day and position yourself as a \”first choice\” person who is a specific position. Help your audience attracts customers’ blog articles, podcasts, video tutorials, information charts and long articles. We all know this, but few people do this systematically.
If you are afraid of contacting customers, it doesn’t matter. In fact, this is normal. But this does not mean that you should not do this. As Susan Jeffers said, \”Fear of fear, do it anyway.\”
That’s the end. If you have any questions about attracting big customers, please tell us in the comments.
It is super easy to make people contact you. Including maps, phone numbers (yes, I know this is terrible, but big customers actually want to talk to you), of course, there are contact tables. \”24\” in Melbourne WordPress institutions do well on their contact page.
This is self -evident, but it is very important.
One of my e -mail subscribers worked for a large organization and introduced me to his boss. He happened to be a decision maker. I don’t have to work very hard to build trust, because my subscriber has completed this work for me.
