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GeneralSelling to the Fortune 500, Government, and Other Lovecraftian Horrors PinPopular
Daniel Miller20-Oct-15 3:59
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I thought I'd share this with the community here. It is one of the most helpful articles I have read on the subject of selling to "big business" when you operate a small (and perhaps independent) business like mine.

https://training.kalzumeus.com/newsletters/archive/enterprise_sales[^]

I especially like the section titled "Dealing with the 'You're Not Big Enough' Objection". Here is an excerpt:

The best way is to contrast the level of service you can offer with what the competition can offer. You will always win this comparison if you phrase it correctly, regardless of whether or not (for example) the competition offers phone support and you do not.

The magic words are "I appreciate that you'd feel safer going with Brand Name X, and Brand Name X will indeed have someone around to answer your phone call at 2 AM. Unfortunately, they won't be able to do anything for you. Their only job is getting you off the phone before you can speak to someone capable of resolving your problem, because those people cost money. And you know what happens if you call at 2 PM? You get the same guy."

"On the other hand, when you send me an email, you may have to wait a few hours, but you'll get a response from me, every single time, and I will do my best to fix your problem. I built this product from the ground up and I am fanatical about taking care of you because you'd be my biggest customer, and if I don't take care of you, the business is over."

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