The Difference Between Corporate Clients and SMEs

Today’s question is:

“I’ve mostly been working with small businesses, but recently was approached by a bigger company with C-suite folks involved in the sales process. How do I handle the sales call when there are multiple stakeholders? Is this common? How does it affect the decision making process?

And then if I land the gig, the project going forward: is it similar to what I’m used to? Or do I need new processes and strategies for landing clients and leading projects?”

Listen now:

Today, we have a question about approaching bigger clients. When you’re talking to clients and you move away from the small and medium sized business market to working in a more corporate structure. Maybe there are some C-suite people involved in the decision-making process and the entire project.

This person wants to know what to expect, what’s different, and how do you go into that process with your eyes open?

In this episode:

Working with a large company as an outside contractor. 2:45
Adjusting to someone else’s processes and procedures. 3:45
The importance of asking questions. 5:45
The questions you’re going to want to ask upfront. 6:45
How to make the process more efficient when there are multiple parties involved. 9:00
How to have these conversations with clients. 11:00
Being a team player while still maintaining your agency as a business owner. 15:25
The benefits of working with a larger company. 20:10

References from this episode:

No Sweat Sales Calls

Click here to download a transcript of this episode.

Where to find Amy:

Where to find Kirsty:

Website: kirstyfanton.com
Instagram

Where to submit your questions (anonymous or not!)

About Business Badassery

Amy’s a conversion copywriter, business coach and serial business owner who’s been reading advice columns since she was nine. With decades of business experience, she’s gotten very good at quickly reading situations and coming up with solutions – especially on the fly. You can find her at amyposner.com

Kirsty’s a launch copywriter and ex-psychotherapist, who’s smack bang in the middle of scaling her business with online courses. She’s good at making sense of human tendencies, selling things with words, and only following the work that feels good. You can find her at kirstyfanton.com

“Amy and Kirsty are wonderful, wise and witty!

I already push myself hard enough so I'm not interested in working with coaches that are going to "crack the whip" and "kick my arse".

Kirsty and Amy both have a gently challenging coaching style. I always left sessions feeling validated, smart and capable but with a clear idea of how to make things even betterer.”

Anna Rogan

Creative Copywriter

“Kirsty seems to have this ability to see things that aren't being said. And then she brings them to light in such a nurturing way.

Amy is direct AND caring all at the same time. It makes it easier for me to get to the point cause I know you'll get to the point when you ask about the things you need more info on.

Together — I love that neither of them hold back when their opinion/suggestion/perspective differs from the other's. It just makes it all so much more valuable.

Also, they’re both so genuine, warm, smart and hilarious. Those 'good' traits just compound when you put the two of them together, ya know?”

Miish Grixti

Conversion Copywriter

“All I'd ever heard about Amy was that she's a great coach. Welp, she's a great coach. Knows the right questions to ask to get through the bullshit and get to the root issue.

And my sweet, sweet Kirsty. Using all of her best therapy tricks to keep us moving forward. And making us feel loved :)

Together? Stop. So good. I have never felt so supported.

I think the value in coaching is having someone hold a bigger vision for you than you can see yourself. So having TWO of you hold that for me was extremely motivating.”

Megan Baird

Email Copywriter