How To Land Enterprise Clients Through Re-Positioning

Saturday, December 09, 2023


1. Self-Evaluation:

Start by taking a hard look at your current business model and offerings. Where do you excel? Which of your clients get the most value from your service?

2. Identify Your Big Fish:

From your client list or target audience, spot the outliers – the ones who get exceptional value and are willing to pay more for your specialized services.

3. Market Research:

Research untapped or underserved verticals that could benefit from your core competency. For you, it was drive-thru orders, hotel reservations, and infomercial responses.

4. Brainstorm & Test:

Ideate on how you can pivot or tailor your services to fit the needs of these specific verticals. Test out your ideas by reaching out to potential clients in these niches.

5. Craft Tailored Messages:

Don't use a one-size-fits-all approach. Personalize your outreach, highlighting your expertise in that specific niche. This positions you as a specialist, not a generalist.

6. Rebrand if Necessary:

Just as you transitioned from LiveVoice to Order Solutions, consider rebranding or creating a subdivision of your company that specifically addresses the niche you're targeting.

7. Deliver Exceptional Value:

Once you've landed a client in your chosen niche, overdeliver. Word of mouth is powerful, especially in niches.

8. Continuously Refine:

As you gain more clients in this niche, continuously refine your service offerings based on feedback and results.

"The takeaway here isn't just about our success. It's about understanding your value, finding a niche, and positioning yourself right where the demand is. By transitioning to Order Solutions and creating a dedicated category of restaurant call centers, we carved our own space.

Now, imagine what you could do with the right strategy? To help you find your 'small pond', I've created a resource detailing our approach step-by-step. Click the link below to get started." ">

Have you ever felt that landing big enterprise clients is impossible for small businesses? I used to think it was and then an experiment I ran completely changed my mind.

A few years ago I had started a call center business, LiveVoice and it was selling initially to small businesses but we were struggling to get clients.. We were getting clients, but it was burning a hole in our pocket. Google Ads were bleeding us dry with their high costs. On top of that potential clients were always price shopping and making us feel like just another fish in the vast ocean.

But as I looked closer, I realized we had this one big client that adored our services. That got me thinking, 'Why chase numerous small fish when we could focus on bigger ones?'

Instead of sulking, we decided to take action. We brainstormed sectors that weren’t already swamped with call center promotions. Drive-thru orders for restaurants, hotel reservations, and infomercial responses came to mind.

Armed with this newfound direction, we pivoted our outreach strategy. We sent cold emails and LinkedIn messages, positioning ourselves not as generalists, but as specialists in the restaurant call order sector. The response? Overwhelming! We essentially became a big fish in a small pond, all because our strategy was laser-focused."

1. Self-Evaluation:

Start by taking a hard look at your current business model and offerings. Where do you excel? Which of your clients get the most value from your service?

2. Identify Your Big Fish:

From your client list or target audience, spot the outliers – the ones who get exceptional value and are willing to pay more for your specialized services.

3. Market Research:

Research untapped or underserved verticals that could benefit from your core competency. For you, it was drive-thru orders, hotel reservations, and infomercial responses.

4. Brainstorm & Test:

Ideate on how you can pivot or tailor your services to fit the needs of these specific verticals. Test out your ideas by reaching out to potential clients in these niches.

5. Craft Tailored Messages:

Don't use a one-size-fits-all approach. Personalize your outreach, highlighting your expertise in that specific niche. This positions you as a specialist, not a generalist.

6. Rebrand if Necessary:

Just as you transitioned from LiveVoice to Order Solutions, consider rebranding or creating a subdivision of your company that specifically addresses the niche you're targeting.

7. Deliver Exceptional Value:

Once you've landed a client in your chosen niche, overdeliver. Word of mouth is powerful, especially in niches.

8. Continuously Refine:

As you gain more clients in this niche, continuously refine your service offerings based on feedback and results.

"The takeaway here isn't just about our success. It's about understanding your value, finding a niche, and positioning yourself right where the demand is. By transitioning to Order Solutions and creating a dedicated category of restaurant call centers, we carved our own space.

Now, imagine what you could do with the right strategy? To help you find your 'small pond', I've created a resource detailing our approach step-by-step. Click the link below to get started."

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