Tailor your messaging to address specific challenges facing the company from "summary" of Selling to Big Companies by Jill Konrath
When you're trying to get the attention of a big company, you need to show them that you understand their unique challenges. This means doing your homework and researching the company thoroughly before reaching out. You need to dig deep and find out what issues they are currently facing, what keeps their executives up at night, and what their top priorities are. Once you have a good grasp of their challenges, you need to tailor your messaging to address those specific issues. You can't just send out a generic pitch and hope for the best. Big companies are bombarded with sales messages every day, so you need to stand out from the crowd by showing them that you have taken the time to understand their needs. This might mean customizing your value proposition to highlight how your product or service can solve their particular problems. It might mean referencing specific case studies or success stories that are relevant to their industry. Or it might mean framing your pitch in a way that speaks directly to their pain points and demonstrates that you have a solution. By tailoring your messaging in this way, you show the company that you are serious about helping them and that you are not just another salesperson looking to make a quick buck. You show them that you are invested in their success and that you have the knowledge and expertise to make a real difference. And most importantly, you show them that you are worth their time and attention.
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