Still thinking big? We don't blame you. But don't go it alone—read on for six tips from Emmer and Diane Morsch, director of sales and marketing for Bristol ID Technologies, Lima, N.Y., for landing large accounts.
1. Avoid Long-Distance Relationships
Say you're located in California and a large, Florida-based prospect wants to meet within 24 hours. Do you have the resources to make that happen? If not, consider staying local. "Logistics play a significant part in success when going after mega-corporations," Emmer explained. "If you are not located conveniently to the headquarters' decision maker, you generally are out of luck. The largest of your competitors (international printing companies or top-20 promotional distributors) have budgets and other resources that allow them to go after business in far away places, something an independent or small business operator generally can't do."