5 Tactics for Targeting Large Business Enterprises

Collaborating with corporate business entities is the end goal of many small business owners. This juxtaposition can yield certain benefits for both parties. Large companies like to work with smaller businesses, due to their smooth adaptability to the current business affairs.

Small ventures are eager to do business with larger enterprises because it ensures a steady cash flow. Additionally, it looks great in your references.

In the next five paragraphs, we’ll guide you through some tactics that will help you win over some big business clients.

Enlist your potential targets

In every niche, there are frontrunners that make rules and others that follow suit. This is why it’s important to enlist your potential targets so that you don’t waste your time and money on other businesses.

Of course, you’ll probably add a few renowned names to that list without any research. For instance, an ambitious eCommerce entrepreneur will be happy to collaborate with eBay or other pillars of the trade.

When searching for less known, successful companies, Google will be your best ally. Typing these keywords together with the name of your niche will provide you with the brand names you might want to contact.

As for the research of their reputation and credibility, you can start with the Company Reviews section of the Glass Door website. Not every large company has a good reputation, which is why you should learn a bit more about each of them.

That way, you’ll reduce the risk of working with enterprises that don’t treat their collaborators and affiliates properly. This is extremely important for every SMB-owner who wants to grow their business without too much traction.

Also, if you’re aiming at some local or national business clients, check their reviews on the local forums and business administration services. Sometimes a company might seem attractive for business cooperation, only to turn out a suspicious and unreliable business entity.

Arrange meetings with target enterprises

Now that you’ve selected a certain number of attractive enterprises you could work with, it’s important to make the first move. In this day and age, you can communicate with a potential business client in several different ways.

Since this is your first contact with that prospect, it’s extremely important to get in touch with the right person in that company. So, read more about their departments on their website. Also, you can contact the PR-office or team beforehand, just to double check what department you should send your proposal to.

Apart from that, present your business proposal in a concise way. If you come up with an interesting and exciting business idea and present its core in an amusing way, you might just win yourself the first big business name to work with.

When it comes to the meeting itself, the easiest way to hold that first meeting is through the use of online communication tools. However, this is justified only if the other party is placed far away from your office. As opposed to that, having an online meeting with your potential clients who are close to you might seem a bit immature. While the first meeting after they’ve read your business proposal could be held online, you should close the deal in person, rather than do everything online. This is even more appropriate if it’s really your first deal with a renowned business player.

Attend trade shows

The omnipresence of Internet access has made business collaboration and lead generation much more convenient than before. Still, there are also some drawbacks to this utter convenience.

If you want to get in touch with one or more business entities, so as to incentivize a professional collaboration, it will take a lot of effort and time. Try only to imagine the number of emails that Forbes or Amazon receive on a daily basis. More often than not, your email will first end up in the spam folder.

Because of that, it might be useful to first make a contact with the wanted prospects in offline reality. Trade shows are the most suitable occasions for doing that.

But before you get to the stands of the big companies you’d like to work with, it’s vital to prepare your business presentation. In line with that, prepare some promotional materials, like brochures or even promo videos that will show your recent business successes.

In such situations, it’s also extremely important to offer your unique selling proposition, i.e. define why these large business clients would work with you and not with any other entity.

Make sure to contact any potential lead generated at trade shows and conferences afterward. This follow-up should open the door that you unlocked by getting in touch at these events.

Offer practical steps via email

Email is one of the most powerful tools for reaching out to large business clients. However, as we’ve already mentioned above, these companies receive hundreds of emails daily, so it’s important to stand out from the crowd.

That’s why sending a business email as the follow-up of a conversation made at a trade show is an invaluable hack for winning over a business client. Just make sure to address the right person in that e-letter, i.e. the business representative you talked to at the given business event. In situations like this, time is of the essence so make sure to send the email right after the event.

If you didn’t have a chance to generate such a lead, you should first introduce yourself and your business through online engagement. For example, the social media are a convenient way to get noticed by the targeted brand. For instance, if you made comments on that company’s pages in social networks and they’ve replied to it affirmatively, you should go a step further and try connecting with a real person on their end.

Also, you can first connect with them on LinkedIn and follow their activities, visit the profiles of their prominent managers and send a clear message that you’re interested in their work. Getting in touch with specific people in particular positions within a large business system increase your chances of establishing communication with that brand.

Similarly, engaging in business forums with your target enterprise(s) is another acceptable tactic to make yourself visible to them. When you make this initial contact before you reach out to them, it’s highly likely that you’ll get some sort of response. Otherwise, it would be more like cold calling and nobody likes that.

Conclusion

Today it’s easy to find the contact information about any brand in the world. However, if you want to be given the opportunity to present your business value to a large business entity, it requires some preparatory work. The guidelines presented here will assist you both online and offline in winning over some valuable business players in your niche. Just keep your communication simple and always offer practical solutions that might help them improve their work. This blend of tactics should help you reach your business goals and become a valid collaborator of renowned business brands.

Mark Thomasson
Mark is a biz-dev hero at Invoicebus - a simple invoicing service that gets your invoices paid faster. He passionately blogs on topics that help small biz owners succeed in their business. He is also a lifelong learner who practices mindfulness and enjoys long walks in nature more than anything else.
Let's be inbox friends!

Let's be inbox friends!

Drop us your email to receive a weekly digest of our latest blog posts right in your inbox.

To confirm your subscription, please check your email.