Marketing to large companies - Help!

**businesssuccess84** · 11-01-2010 03:28 PM

Hello,

I have a successful human resources consulting business. Well, it seems that getting clients has become more difficult over the past five years. I have done so much to improve my company, but sales seem worse. I am marketing more, revamped the website, updated technology, and send more marketing material, but the deals never close in my favor.

Below is the process I seem to get a lot of lately, and don't know what I can do to make it go in my favor.

1. Potential Client asks for a proposal
2. Potential Client gives me a list of proposal criteria and questions
3. I put together an all inclusive proposal that is detailed and answers all their questions
4. Potential Client calls and tells me they are interested, wants to hold a conference call with me
5. I set up the conference, and present my company and services. Everyone on the call seems informed and happy with the call.
6. The call ends - they tell me they have a few other providers to interview and they say I will know by of the end of the week.
7. They ask for references
8. I provide references
9. I GET A LETTER STATING THEY WENT WITH ANOTHER PROVIDER AND THANKS FOR MY TIME

Where did I go wrong? Does it seem like I am doing all that I can? They never even called the references.

Also, when I send a message asking why they choose someone else, I get no response.

Does anyone have experience with this situation? Is there any way to turn it around? OR am I just doing what's right and hang in there?

Thanks all for your help!

**JamesDelcampJr** · 11-01-2010 04:37 PM

I'm not a consultant by any means but it seems that the problem is somewhere between your conference call and the references you provided.

As an avid fan of marketing and sales myself, it appears that you are leaving them with options of your competition. By the end of any sales call, the best way to make sure they don't pick anyone else is by making it seem as if they would be out of their minds to go with anyone else but you.

Take it for what its worth, but I think you are doing the hardest part already which is fantastic. Getting appointments with these people seems to be the biggest obstacle. Now its time to make a sales presentation that they will never forget!

**businesssuccess84** · 11-01-2010 07:19 PM

Great advice thank you. I agree that it seems to be between the references and the closing of the call. I tend to take the "Easy going " approach and try not to be "pushy" on the call as I don't like pushy sales people. But I suppose I can work on an art of not being pushy but as you mentioned making it seem like they would be out of their minds if they go with anyone else.

**borisfowler** · 11-02-2010 02:08 PM

You mentioned something about being laid back and not "pushy". Maybe you need to strike more of a balance with your demeanor. Price very rarely is the deciding factor, though it is more often than not stated as being the main reason. I am sure you know your stuff, so my suggestion to make sure your clients are confident in you.

Also, because people do business with people they like, make sure you spend some time building rapport every time you get to speak with your clients. If they like you, they are more inclined to work with you.

Make sure you find the real objection and constantly asker "feeler" questions. Figure out what they are thinking about and understand that you can control what they think.

Good luck!

**PhillM** · 11-02-2010 07:41 PM

What do you mean by "marketing"? It's common for people to assume that marketing is purely advertising which it's not. Instead of buying more ad space focus on keeping current customers happy and telling their stories to potentially new customers. Give new prospects bits of info on how you helped your other clients succeed and why only you could have done so well.

Keeping current customers happy is a big key to marketing success. The happier the customer the more they recommend your product/service, the less you have to pay on ad space.

**nabors** · 11-03-2010 01:13 AM

How was your previous Rapport Established? Where your referred? How are you currently building your relationships with current clients "friends", perhaps some attention is needed else where due to your references not being happy with the current relationship? These are just a few thoughts off the top but from what I am hearing it seems like a good chance it's pertaining to the previous questions I stated.

**weltonhau** · 11-03-2010 10:30 PM

It's always good to start off with smaller clients first and work your way there. I also believe you may need to be a little bit more aggressive in your sell as well. It's good to be laid back, but sometimes nice guys often finish last

**lawinc** · 11-03-2010 10:52 PM

My advice is to build some advantage first, develop this business idea, bear down, and make it work. After that, then you will have something to sell. Even without patents, you could have trademarks, service marks, and legal protection against people trying to trade on your company’s name and trademarks.

**businesssuccess84** · 11-06-2010 12:43 PM

Thanks again for all the great replies.

I have an update on this:

The potential prospect finally responded to my inquiry as to why they did not choose my service. They commended my service, stating that they were very impressed BUT

They chose a local company in their state (my company is headquartered out of their state but I stressed that we have representatives nationwide on the sales call) and that the winning bidder had a reference that was already a partner of theirs.

Does this sound like I would have lost the deal no matter what? OR is there a way to turn this type of thing around in my favor for future deals.

Any thoughts would be greatly appreciated.

Thanks all.

**GME** · 11-09-2010 11:24 PM

Originally Posted by JamesDelcampJr

Now its time to make a sales presentation that they will never forget!

Ill end up starting my own thread on this, but what are some good ways to close sales and ensure a sales pitch that ends with results? What tips or advise do you have?

**PhillM** · 11-10-2010 10:46 AM

Originally Posted by GME

Ill end up starting my own thread on this, but what are some good ways to close sales and ensure a sales pitch that ends with results? What tips or advise do you have?

Be straight to the point, realistic and confident. Don't blow smoke up their a**es they can see through you. Making up numbers not only deters and investment it makes you look like an amateur.