In the last post, we started our series on catching big clients, or “fish,” that will sustain your business over the long run. Today we’re going to take that a step further by talking about understanding and thinking like a big fish company and how that can help you plan your approach and find success.
Before you can start landing big clients, you have to make sure your entire team is on board with your approach and vision. There are six keys to finding big client success. They are:
Six Key’s: Big Fish Mindset
- First Impression: Never give them a reason to doubt your abilities. Plan your interaction and be prepared to listen, learn, and act to solve their problems. Make it about them and not you; be patient.
- First Priority: Your fish must always feel like they are your priority. Return calls and emails promptly and find solutions to their problems or questions as quickly as possible. Over-communicate on the process; let them know your thinking of them.
- Flexible: You need to be flexible in your negotiations. If they need a particular service or for you to customize a product, say yes for the benefit of the long term. A little hassle now will be a big payoff later.
- Long-term: This goes along with the last one a bit. As you are approaching and negotiating with big fish, you need to think about the long-term benefits for your business. If you go for a one-time big score, you will lose their interest.
- Have Fun: Work should be fun, even when trying to land big clients. Going after the big fish should be the most fun. You are sharing your vision with new people and including them in your future success and likewise. People work better in a fun, happy environment. Your passion will also be contagious and pull the fish into your vision even more.
- Put them first: If you take just a little bit of time and offer your clients ways to save money or time by introducing them to potential business partners, this will show you are invested and interested in their business. Strive to find the balance between your business needs and your client’s needs.
Now that you understand the basis of the Big Fish Mindset. You might be asking, great, how do I develop a vision for my entire company? There several tactics to employ, but here are a few of my favorites.
- Engage your team in defining who is an ideal “Big Fish Nothing gets a team to share a vision like having them be a part of the process design.”
- Write the vision and goals everywhere. Create signage that reinforced the company vision and goals. Everyone loves suitable bathroom reading materials. A fun poster in the stalls can go a long way. Plus, this is a great way to reinforce company values.
- Training, Training, Training: Constitnantly reinforces the goals and objectives while teaching your staff the skills to achieve them. Get help and provide resources for your team to be successful. May I suggest starting with a lesson on the “Big Fish Mindset.”
- Score Board: create a way to share the progress with your entire company. It is a great way to show each person’s contribution to the whole. Plus, it can be a great way to track and evaluate your process.
- Strategy eats tactics for breakfast, holds frequent meetings to make sure your strategy is working, and adjust the tactics to achieve your goals.
- Create a communication policy, be very clear with your team about how quickly you expect your staff to get back to customers. In addition, create shared language and terms around communicating to clients and other team members. Defining these parameters will solve a lot of problems down the road.
- Reward in public, coach in private. As often as you can, praise your team. Find a reason to thank your team and appreciate their work. If they’re not performing, pull them aside and ask a straightforward question. What do you need to be more successful?
Including a big fish mindset in your overall company vision and experience will allow you to achieve more as a business owner and organization than you could ever imagine. It will enable you to start thinking long-term and give you the ability to invest in your people, process, and profits. Include the tactics in your strategy, and your company will begin landing big fish in no time.
If you need help creating the system, process, and developing the strategy big-company mindset, contact us today to work with one of our coaches or check out our resources and tools.
The best time to start was yesterday, but today will do just fine.