Even just implementing one of these strategies can help you light the flame for growth in your business. Now if you want help with this and want an easy way to apply this to your business. I have a free resource for you. It’s a free cheat sheet that breaks down how to do this step by step. You can get free instant access just by clicking the link below. ">

Want to learn how to create an irresistible offer that big clients just can’t say no to?

The secret is what I call prove it positioning which is all about proving to potential clients that you can provide a huge ROI before you're paid to get them to test what you have to offer, eliminate the risk, and show them on a small scale that you can deliver the ROI you say you can and to get them excited about scaling up your product or service in a big way across their entire organization.

It’s a kind of like a trojan horse to get in the door with a big name client and once they see the value and that you can actually deliver on your promises not only does it turn them into a paid client but they will want to scale up with you in a huge way and will be open to exploring all of your other products and services you come up with in the future. .

In 2018 when I started my company Order Solutions, at the time I had very little credibility and I had no experience in selling to big companies.. And literally out of frustration I came up with this strategy so that I could remove all of the risk to land a big client. We did a free pilot for Denny’s at 10 locations to prove to them we could increase their revenue and within a few months it turned into a signed contract and us handling phone calls for over 500 locations across the country.

They chose us over our competitor because we were able to offer them a free 60 day pilot and prove to them that the ROI was there. Our competitor wouldn’t offer this and this was how we won the deal over a competitor that was not only bigger, but had more experience, and had more credibility.

Here’s 6 strategies you can use to craft irresistible offers to win big clients.

#1 Understand What Businesses Want:

No matter what type of service or product you sell, businesses all want to do one of the following: Businesses want to save time, increase revenue, improve their customer experience, and save money.

So think about what your value prop is and which one of these do you offer to your clients?

#2 ROI Or Nothing:

No business spends money on anything unless there's an ROI. How can you clearly explain the ROI that your product or service can bring? And when is the expected time for them to recoup their investment or in other words how long is the payback period? The shorter the payback period the easier the sale.

#3 Pricing That Fits Your Market:

Sometimes you can have a great offer but the pricing model just doesn’t resonate with your market. For example, in my own business with Order Solutions we had to repackage our pricing model. In the beginning I was charging $13 per hour per call center agent. That didn’t resonate at all with restaurants. So we pivoted our pricing model to something they would understand which was a per transaction pricing model.

We moved it to $2 per order and could still generate $13-14 per hour per agent. The same overall revenue we wanted, but a much higher perceived value for the client.

Think about your current pricing model and ask yourself if it's resonating with your target market.

If it’s not brianstorm on ways you could repackage it. Maybe try a per transaction model, or a subscription. I’d recommend a model that your target market is already familiar with. Remember a confused mind never buys.

#4 Position as an Investment:

One of my biggest breakthroughs in selling to big companies was when I was able to change my positioning from an additional cost to an investment. I’ve done this for saving money and I’ve done this for increasing revenue both work great because it goes back to selling ROI.

#5 Prove It Or Lose It:

One thing you compete with on big enterprise deals is attention. Executives are constantly prioritizing and reprioritizing initiatives.

But a big secret that I learned is if you want to get attention you’ve got to give something first to get attention Oftentimes you and your competitors can actually lose deals because executives are switching around priorities. So you’re not just competing with your competitors, you're competing against their priorities.

But if you can give them a small pilot to prove to them there is an ROI here, not only will you get their attention but you’ll land a huge client.

#6 Performance Switch:

Now pilots don't just get you in the door with new clients; they also can help you get in the door with clients that are using your competitors. If your product or service is better you can use this strategy to handle the "We already have a vendor" objection. Some people call it the Champion Challenger approach where you in stealth mode offer a small pilot to a company using your competitor and then you prove to the company your better and then you all of a sudden win the deal out from under your competitor.

Even just implementing one of these strategies can help you light the flame for growth in your business. Now if you want help with this and want an easy way to apply this to your business. I have a free resource for you. It’s a free cheat sheet that breaks down how to do this step by step. You can get free instant access just by clicking the link below.