There are several factors to consider when prepping yourself and your company to approach the largest clients you’ll ever work with.
Today we’re going to start with a brief look at the three paths every business faces and show you which one is the path to success. Then we’ll talk about the mindset it takes to attract the big fish.
There are three major paths a business can take:
- Path of least resistance
- False Success
- Catch the Big Fish
Path of least resistance
This is the path most business owners chose. They chose it because it allows them to do what they like to do and avoid the discomfort of the things they don’t want to do.
Business owners who chose this path ended up working themselves into the ground without much reward or success. This is what happens when you fool yourself into thinking you will find quick success. This path is filled with highly skilled people but who fail to embrace the other parts of running their business.
You may also find yourself following this path when you are afraid of change. If you find yourself avoiding discomfort and not getting anywhere, t is time to choose a new direction.
This describes a business that shoots to the top so fast you are overwhelmed and don’t have the right resources in place to adapt. This can also happen from being overwhelmed by small clients and not finding large clients, which will sustain your business after the small client sales slow.
The business in this category tends to lack the systems and processes required to sustain the energy level to operate. They tend to have high revenue and low profits. They feel great because they have a ton of activity, but the reality is they are living month to month.
Catch the Big Fish
This is the path that allows you to build at a steady pace that you can manage by not allowing your customers to outpace you. You can do this by putting these tips to work:
- Attract, keep and lock in big clients.
- Integrate “big business” culture into your company and employees.
- Acquire the expertise you need to grow.
- Have the courage to make changes as you grow.
Now we are going to transition a bit and talk about the “big fish” mindset. It may sound easy to find and catch that big fish, but if you are stuck in the small business mindset, you may find it harder than you think.
Think of all the benefits of aiming at more prominent clients:
- Highly Profitable
To catch the big fish, you need to believe your company can make a difference with theirs. It’s easy to get into the thought that a large company doesn’t need anything from a small business like yours, but this is entirely wrong!
Once you look at how big companies operate, it’s essential to know which ones are the best fit for your company. So how do you know if a company is right for you?
Ask yourself, is this a company that has problems you can solve? Does it scare you to solve their problems? If you answered yes to both of these questions, then I hope you know what to do.
It is essential to note the big companies are relative to your industry and your business. If your current average client is $500 per month, then jumping $2500 per month would be a big fish. The goal with the big fish mindset is to get the best return on the time for money exchange.
Now once you have determined your big fish, then it is time to create your dynamite strategy for getting them. Here are a few tips that people tend to forget to include in your plan.
- Whom can I network with to get an introduction to a leader at the company?
- How are you going to turn perceived weaknesses into strengths?
If you need help catching a big fish, get a free copy of my book, the 8 Steps that Change Your Business Forever, to l help you fine-tune your strategy to create instant results.