(It's Time) To Fish in a BIGGER POND 🐠🐠

I’m spilling the beans on Three Vital Steps MOST Often Missed When Selling to a Major Corporation (who isn’t scrolling Facebook looking for freebies)!!

Recent Statistics released by CNBC say that over 70% of professional development hours required to maintain relevancy and certifications to DO their job are OUTSOURCED.

WHO are they outsourcing to?

They are bringing in experts in specific areas for workshops, conferences, lunch and learns, and now digitally with courses and programs.

What does this mean for you?

Have you been creating programs, (digital and LIVE) that have fallen on deaf ears and gotten almost NO traction because you are a soft whisper in the big boom of all of the other marketers (using the same templates and fill-in-the-blank sales pages as you)?

Everyone is casting the same line into the same pond and talking about the red ocean versus blue ocean but the #1 biggest thing they miss is CREATING a DIFFERENT OCEAN. This is #1.

What if you could add a zero (or two) to the PRICE of your current course and only have to make ONE sale to hit your revenue goals versus a hundred individual sales?

The question I get most often is "Where do I start"?

*There are BIG FISH out there!

This is the SECOND VITAL STEP often missed when approaching a BIG company as a  (potential) client… people forget that they don’t have to SELL to the monolithic BIG corporation, they just need to sell one thing to one person at a time.

When I sold to IBM, I didn’t sell to IBM, I sold to Bob.

So find BOB. Where is he? There are a few specific steps to take here -but know this - everyone has a public footprint - more so now than ever.

Find Bob, and start a relationship with HIM first. He may have insider information you may not be able to get anywhere else.

I use a strategy called Heat Mapping here and clients have had huge success getting meetings with seemingly "ungettable" decision-makers.

Look at the company website, check out the directory, look at your connections on social platforms like LinkedIn and Twitter. Maybe there’s a big industry conference they all attend -what hashtag is the event using?

Search That!

Are you connected?

Can you GET connected?

*It's time to swim in a DIFFERENT ocean.

The third VITAL STEP after you get connected is to keep the conversation going. We are not trying to make this like “tinder”, we want to have long-term, mutually beneficial meaningful relationships. These are typically longer sales processes. It doesn’t mean it will take years but it is definitely not transactional. This means continuing to find new and creative ways to keep the conversation going with your "BOB".

By YOU staying in control of the conversation flow you BECOME the water. You aren’t leaving it up to them to call you when they’re ready… you will be waiting for a long time and often will just have been the warm-up act for the star who will come in and make the deal.

Bottom line, you have so much untapped potential and it’s often right in front of you but you have been fishing the same fishing hole.

Pick up your pole and find a place where you can find fish easily.

A place where they jump out of the water and swim to YOU. *Sometimes you need to SEE other people doing it to know it's possible... then keep reading!

One recent example: I recently had a client take this advice, reach out to her local university where she was an alum, and ask if they have opportunities for graduates who are running companies to connect and collaborate.

To her surprise, they rolled out the red carpet, and not only invited her to speak at the next alumni gathering but also to be a guest adjunct professor and teach a class on what it takes to be a startup entrepreneur with no Venture Capital Funding!

This has led to rebranding one of her DIY courses geared toward students and alumni, she's working on gamifying it, and is now getting an app made as a supplement to the course and ALL of this is being FUNDED by the SCHOOL.

ANOTHER EXAMPLE:

Then there was another client recently who took this same advice and made some adjustments to her LinkedIn profile in search of her “Bob” and found a $65m company looking for an employee role to be filled with a Technical Assistant. She reached out asking if they were open to outside contractors or if this was only for someone who wanted employee status.

They were open so she set up a discovery call interview with them and what she found was that they needed much more than what the job description listed AND they had another $11m company that they had just started and needed help there as well.

She landed an initial 4-week $16k deal and then was brought in to replace their current marketing manager in a contract consulting capacity as they transitioned their MarTech stack  (the one who was there went to another company in that 4-week period) and licensed her marketing course to the company so their entire team could access it for a year.

Bonus - the marketing manager who left reached out to her and offered her the same role in the NEW company she just started at!

These are just RECENT examples.

This is all possible for you!

Do you have expertise in:

• Marketing, Advertising & Sales

• Certain Technology and how it IMPROVES the effectiveness of Marketing, Advertising & Sales

•  Hiring & Leading Top Talent

• Customer Service & fulfillment

Then you’ll want to remember what I shared with you today:

#1 Create your own NEW ocean for your courses, workshops and consulting

#2  Don’t SELL to the monolithic BIG corporation,  sell one thing to one person at a time - Find your BOB

#3 Get creative keeping the conversation going (don’t leave it up to them to understand how to make your expertise valuable - or to remember to call YOU when they have a problem you can solve)

Cheers to all of your potential!!!

If this has brought up more questions than answers, then click here and grab my free sales training (while it’s still free): www.reneehribar.co/training

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Let's find a way to hang out more!!

What you'll hear more about if we spend more time together:

✅ High Converting Sales Strategies for navigating objections before they even arise

✅ Winning Discovery Call Scripts

✅ HOW to ❌eliminate the sales call ☎️ altogether

✅ Proven Email Templates for Discovery Calls that are simple to plug-n-play

✅ Easy Messenger & SMS Text Formulas for Quick CASH NOW 💰

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