Landing a big player client when you're a small player

There’s something so creatively inspiring about working with a big client. They supply a support team that just makes you wanna create. Also, you can stretch the budget meaning your wildest creative dreams could come true.

The challenge though (If you’re new to the game) is landing that big client. Huge corporations usually prefer the easy way of doing things. If they are in need of creative services they contact a well known creative agency. Don’t blame them. They have the means. How do you then convince them that you can do twice the work?

Face to Face Introduction

I know you have a great proposal ready at a click. However, if nobody knows who you are, it is best to secure a face to face meeting. Look for times when the business is less busy and request for as little time as possible. Be well prepared.

When it comes to email, rejecting a proposal is only one click away. They don't even have to respond. It's really not personal. A big corporation receives countless emails of someone trying to sell them something. Don't join that club, please. Before you send and email (if you have to) make sure you've spoken to a human being and they are expecting it. It's proven to be a time saver.

Be Extra Professional

One of the reasons companies prefer to partner up with well known agencies is their tried and tested professional ways. From your hello to your email signature, spend time ensuring it all screams I'm professional. Settle any doubts your potential client might have about through consistent professional manners. Never take anything lightly, if you say you'll call back do so. Always prepare the element of surprise. If you promised a proposal, let it be delivered with a finished product as well. To prove you can and will deliver.

Check out a proposal we've been using for the past few months at MH. It might give you some ideas for your next proposal. Simple and professional is how everyone likes it. However, if you simply don't have time for that contact us. We'll be happy to draft one for you. MH Proposal Template

Dress the Part

Yes. Yes. We know. You're not yet a big player. But for crying out loud, ACT LIKE IT. Move. Speak. Walk like a big player in the game. Research how to look the part and dress like that. Human beings are very physical. It's a fact. They look at you from head to toe before they hear you. Express your brand through your clothing. This might not be who you are as a person but when it comes to clients, dress to impress.

Ladies. This is for you. I'm a guy so I know what I'm talking about. As guys we like skin, we really do. But trust me, your boobs is not what I want to see during a business meeting. I'm serious about my money and a lady with revealing clothing sends a message she won't deliver, she much rather rely on her looks instead.

5 Solutions Rule

No business wants to hear about their problems. Bring solutions. Not IDEAS, SOLUTIONS. There’s a huge difference. Solutions are realistic, already done by you. For example, you’d like to provide the client with better packaging for their products. You feel the one they currently use does not represent their brand well. Action point would be: go into detail about who they are as a brand, how you view them as an outsider. Present the package you’ve organized and let them know this only 50% of it should they approve it would be even better.

Oh, and of course you need 5 of these solutions to make a point.

Now go out there and kick some butt! Don’t be a stranger though. I know the hustle is real. I’d appreciate a line or two from you just a heads up on what you’re up to. Til then, keep hustling.