We all believe that the life-blood of any small business is earnings, cash from clients and customers.
However data from the Australian Bureau of Statistics indicates that life is rough for smaller operators and also the past ten years, conditions have worsened.
Although small businesses contribute around 35 per cent of industry value to Australia’s GDP, around 20 percent of small business owners still earn a major weekly income of between only $400 and over $598 – that’s as little as $8 – $12 per hour for their efforts.
To fuel a tiny business you require to find those clients can find the money for to pay the right price for the assistance – and become regular, replicate clients – which then will put the business in a position of strength and power.
The good thing is that many of the large companies with Australia positively seek to invest in goods and services purchased in your area which puts small business owners in an invaluable position. For many small business owners, supplying corporate Down under is a game-changer and the best way to get leveraged.
That’s the good news. The process however is that it is not always easy to get your foot in the door with large corporations and companies, so here are three ways to help you increase your impact and affect so you see a flow boost in your income:
1 – Generate a MAP and hold by it
The corporate and business market is a very attractive, albeit a very large, target audience. For a tiny to medium-sized business owner, approaching a market with this size with a scattergun approach would be expensive, time-consuming and inefficient. Thus the very first step toward building a full pipeline of corporate clients is to develop a clear MAP (Marketing Actions Plan) and then work that plan.
Within your MAP you want to conclude which types of companies would be the best match for your services or products, align how your services are a good match for the corporate market and develop the action procedure for target those relevant companies.
Remember corporates are occupied too so you need to be regular and persistent to get your foot in the door.
2 – Transform your brand occurrence and account
In order to get observed in the marketplace your brand has to stand out from the sea of sameness. For many small businesses proprietors – particularly if you provide professional services – I encourage you to focus to start with on your personal brand versus your company brand. Make sure the decision makers in your concentrate on corporates get to know you and what you are about.
Volunteer on a committee, attend business chamber and networking incidents, speak at events – the more you set up yourself as a thought leader in your field, the more likely a corporate client will be to buy from you.
3 – Be Exclusive
One problem for small business owners trying to sell to the big end of town is that there are many really you than there are of them. So that you can guess that whatever service or expertise you provide, you’re not the only one – nor are you the only one in your field begging corporate clients.
Therefore you must be manifest on what makes your service or offering unique – is it your conditions, how you deliver, the team members, your philosophy? Just how well you communicate and live this uniqueness is crucial to getting observed.
The results here is that decision-makers exist all throughout corporations and you could often rise above the sound when you find the more creative techniques for interesting or finding a point of entry. If a door opens, walk through it. If you have a creative idea, reveal it. Some of the most lucrative corporate offers I know of have been closed through chance encounters, off-the-wall marketing methods and a different procedure. The one thing that’s certain is that if you put yourself in the game, you stand no chance of winning.