1. Know the buying processes of the company
According to Entrepreneur.com, there is no excuse today for not knowing the purchasing processes of the company you're addressing in detail. Business registers, the Internet and your personal network enable you to know a lot about a company before you contact it. Above all, you're interested in which of your competitors the company cooperated, the company structure, its field of business and the way its buying process works.
2. Address people with sufficient decisive authorities
The biggest challenge you'll face is getting to a person who is a decision maker. It might be the purchase manager, marketing director, or business director. Ideally, you should know when they attend an event, such as a conference, where you might „catch“ them and meet them personally.
3. Be transparent
Representatives of leading companies like things to be transparent when it comes to business. Your methods should always be as transparent as possible, even when it comes to the deal. Make the client familiar with all the steps that are going to happen in advance and don't surprise them in any way.
4. Don't expect everything to happen at once
Any change in suppliers is a big decision for VIP companies. It has to be supported by specific proofs and great sales tactics on your part. Companies like these appreciate long-term cooperation and they don't often make big deals with someone they have no experience with. Go step by step. At the beginning, expect small deals, and only then you can work on expanding your cooperation.
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