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To go big, start small

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Why in the world would you want to propose a small order or project when you could go for a big one? Yet in today’s risk-averse business environment, getting a big budget item approved can take forever, especially if a lot of people are required to sign off. In fact, it may take so much work that your prospect might just say “It’s not worth the effort.”

Don’t let that happen to you. First of all, talk to your prospect about the reality of the situation. Find out if she anticipates problems in the approval process. If so, suggest to her that you do something to get the ball rolling.

For example, you might propose an initial assessment to understand the scope of the problem. Or, you could tackle a small part of a bigger problem and demonstrate immediate results. Perhaps you could focus on bringing in just one of your products, services or solutions. Or maybe it would be a good idea to start in just one department or a single facility.

Going for the whole shebang at once is tempting—but it’s a strategy fraught with danger. Make it easy for your prospects to work with you; do a good job on your first project together. Then, it’s an easy, logical step for your prospect to want to do more with your company in the future.

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Jill Konrath is the author of SNAP Selling and Selling to Big Companies. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.


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