How to Land Large Accounts

Here are a few bullets to keep in mind when looking to go after bigger business:

1. Don't lose touch with your core competency - diversify yourself by holding on to your smaller business. You don't want to put all of your eggs into one or two large customers to have one of them fall off and jeopardize your company's continued existence. Make sure you can lose any one account and still have a plan to move to.

2. Get the top name of the company you're going after - Find out everything you can about what they do and what they need so that you can help them with what it is that you do. It's easy to then find out who their CEO or President is and contact their office. That's usually the easiest place to get an understanding of their org chart, and decision makers relevant to your business. Many times this person will walk down to the office of the highest person you might ever hope to sell to and present them with your company as an interest.

3. Know as many people in the different parts of the company as you can. Never underestimate the power of a receptionist or assistant. Not only can they help navigate the internal waters for you, but they are frequently the people who can be promoted to a role of importance, and they will never forget that you cared enough about them before their importance.

4. Try to find imperfections that you can help with - look at their website and get into depth with their sales people. The more value you can show by adding you to their business the more interested they will be to get you in.

5. Sell smart - don't just go into a generic pitch. Understand what they sell, how you can make it better for them and pitch your company's value to them in a customized way.

6. Be persistent - if you are close but they are waivering, don't give up. Persistence over time shows you have real value in the potential relationship. Perseverance is a virtue that they will respect so long as it is done with respect. But if it is a clear pass or a vehement no, then move on.