How to close BIG enterprise agency clients

Your agency works with SMBs.

And the fact that they have low spending power and churn at a high rate is limiting your ability to grow.

And as a result, you’re looking to go upmarket.

Here’s the first change you should make:

Shotguns shoot many inaccurate and ineffective pellets. Snipers shoot one accurate and effective bullet.

Your outbound process likely resembles a shotgun. You build a large list of leads, minimally qualify them, send slightly customised outreaches, follow up a couple times, and if they don’t reply then you don’t reach out for 3-12 months.

You’re treating the leads like their LTV is $30k-$100k.

This works great for SMBs.

Not for enterprises. Because there’s less of them so you’ll burn through your list quickly, and they require more trust to convert.

Instead you should be sniping.

Here’s how to do that:

Build an accounts map:

1. Find the 100-300 most qualified enterprises in your niche (accounts)
2. Identify their key stakeholders (leads)
3. Research the accounts heavily

Then treat the leads like the account LTV is $1M-$10M.

This is how we’ve closed multi-9-figure enterprises for our clients on a done-for-you and pay-on-performance basis.

We have our proven processes for doing this. I won’t share them in this article, or future ones, since they’re proprietary and private.

However, I’ll give you a question to ponder:

“What would I do if I had to get this person’s attention, and then interest?”

Start there.

Or alternatively, if you don’t want to spend 9-18 months trying to learn how to run an outbound enterprise sales process and you’d rather just work with a company that can do it for you:

We can run a fractional business development team that handles all of the following and more on a done-for-you and pay-on-results basis: account sourcing, lead sourcing, company research, offer creation, PR, follow up asset creation, outbound sending, discovery calls, proposal calls, term sheet calls, team alignment calls, term sheet creation, legal redline process…

If this service sounds interesting, you can schedule a discovery call at www.gigaclients.com/schedule where we can speak and see if we’re a good fit to work together.

Hope this was a valuable read

Hector