April 15, 2022

In the last post we talked about how to research your big fish and prepare for your first contact with them. This first contact is essential to your success. You need to be confident in your product or service and they need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise. Today we’ll go through the big approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose which big fish you’re going after first. Look at your notes and the research you’ve done about prospective big fish and then decide which one will be the easiest to start with. When choosing which big fish to start with consider the following: Your Hit List Your Best Target   Your Hit List Start with a list of all the companies you’ve been considering. Then narrow it down to the ones who know could use your products or services. Don’t overlook obvious choices. Even small companies could be big fish in the future. Your Best Target Once you’ve got your list narrowed down, you need to decide which one is the best fish to start with. You need to consider a couple of things: Which have the most purchasing resources to spend? Does their company vision compliment yours? What are their employee incentive programs in relation to your products and services? What is the company’s real need? Will the partnership