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Tips to supply your product to a corporate customer.
Have you ever tried to get an order from a hotel, hospital, company, mine, institution etc?
The process is more complex than selling to an individual.
Here is a thread to guide you on that:
Have you ever tried to get an order from a hotel, hospital, company, mine, institution etc?
The process is more complex than selling to an individual.
Here is a thread to guide you on that:
First identify these 5 individuals in that company:
1. The Gatekeeper
2. The Buyer
3. The influencer
4. The User
5. The Decision Maker
These are 'doors' that you need to unlock for you to get an order.
Here is the who & how.
1. The Gatekeeper
2. The Buyer
3. The influencer
4. The User
5. The Decision Maker
These are 'doors' that you need to unlock for you to get an order.
Here is the who & how.
1. The Gatekeeper
This is the person who gives or denies you access to the buyer. Eg. The MD's PA, the Receptionist or the security guard.
They may not have authority but they have keys. Be vulnerable, honor them, ask for their advice for access.
This is the person who gives or denies you access to the buyer. Eg. The MD's PA, the Receptionist or the security guard.
They may not have authority but they have keys. Be vulnerable, honor them, ask for their advice for access.
2. The Buyer. This is the contact individual places the orders. Build rapport, equip them with information (brochure, price list etc). They need enough info, they can be your representative to the Decision makers
3. The Funder.
This is an influencer, usually the Finance Manager who approves funds for the purchase. If you have won the Buyer, the buyer will represent you well to the Funder.
This is an influencer, usually the Finance Manager who approves funds for the purchase. If you have won the Buyer, the buyer will represent you well to the Funder.
4. The User
That's the actual person who uses your product. Not necessarily the consumer.
Eg. you supply tomatoes to a hotel, the user is the Chef, but the consumer is the hotel guest.
Do your homework to know specs of preference of both the user & consumer.
That's the actual person who uses your product. Not necessarily the consumer.
Eg. you supply tomatoes to a hotel, the user is the Chef, but the consumer is the hotel guest.
Do your homework to know specs of preference of both the user & consumer.
5. The Decision Maker
That's the ultimate authority who approves the order. They talk strategy, they are busy and they think big picture.
They need your selling point. One reason why they should pick you. Is it price, differentiation etc
Have a link or website they can check.
That's the ultimate authority who approves the order. They talk strategy, they are busy and they think big picture.
They need your selling point. One reason why they should pick you. Is it price, differentiation etc
Have a link or website they can check.
NB. In some companies, one person can play several roles. If that's the case, you still have to unlock those roles in that individual.. Convince the Gatekeeper in them, convince the funder in them.
Target institutions, they buy big.
If this is helpful kindly RT the top tweet
Target institutions, they buy big.
If this is helpful kindly RT the top tweet
