Online entrepreneurs around the world have realised that adding a corporate revenue stream to their business in the current economical climate, is the right decision. But for a lot of entrepreneurs, the decision to sell their services to corporate organisations is based on two things;
- “Can I get over my own former corporate experience and be okay selling my services to corporate organisations without compromising the set-up of my business?”
- “Will corporate organisations want to buy my services?”
Here’s the thing; if you’ve spent the last 1-3 years, selling your services to individuals… it’s quite likely that they’re not going to provide the transformation or format that a corporate company is looking for – in their current form.
But the good news?
You can tweak any service that you have – to meet a corporate need. After you have finished reading here check out episode 9 of my podcast where I talk all about choosing your niche when selling to corporates.
So let’s look at how that can work – and how you can identify whether or not, corporate companies are ready to purchase the transformation that you offer.
1. Will the overall outcome of your service benefit the company in a way that: boosts productivity? Raises profitability? Or improves their reputation in the market?
If so, great news! Corporates will definitely want to purchase your service. The key areas of importance for corporate organisations (and reasons that they hire external suppliers) relate to productivity, profitability and market reputation/ leadership.
Now, this doesn’t mean that you only have to sell a money-making/ lead-generation/ consulting service to be successful. In fact, one of my clients Julie Dennis recognised that women undergoing the menopause in organisations were more likely to be stressed, take more sick leave and eventually leave an organisation – if the company didn’t have a menopause policy in place.
Over the last 18 months, Julie has been working with incredible companies who recognise that prioritising staff health and wellbeing gives them employees who are more productive, less likely to leave and that having those policies in place increase their reputation in the market as a company who cares (and that employees want to work for!)
She’s now fully booked into 2020 and gets regular, repeat business from organisations that love how her work helps them attract and retain the best talent in the market through improving their reputation and working environment.
2. Are you a genuine expert in your field?
Expertise is essential when it comes to selling your services to corporate organisations. Now this doesn’t mean that you need to have a thousand qualifications – or have spent thirty years developing your own patented process. But it does mean that you need to have solid knowledge, expertise and experience in your chosen field; wherever that has come from.
A client of mine, Emma Langton spent the last ten years working with individuals to help them manage stress, overwhelm and become more resilient in their everyday lives. Emma is one of the UK’s leading experts in stress management and resilience through working with so many individuals – and the breadth of experience that she has… so over the last year, she’s been successfully able to work with great corporate organisations who recognise that reducing stress for their workforce ultimately leads to higher performing employees, higher levels of productivity – and therefore higher profits.
Remember, it’s not simply about the letters after your name. It’s about demonstrating genuine passion and consistent development in the area that you choose. Companies hire experts so that they can solve problems quicker – so the more you have, the better!
And if you don’t have tons of experience in the exact format that you’ll be selling to corporations, remember to look at your transferable skills; where have you done it before/ helped achieve similar results/ worked in similar ways. It all counts.
3. Do you want to sell to corporate organisations?
Aside from the initial trepidation of knowing what to sell/ how to start moving forward with selling to corporations, are you actually interested in working with companies?
Just like individuals, corporations want you to be interested in the services you’re providing to them – and committed to helping them achieve the best possible outcome. So if you can’t think of anything worse than running a multi-person in-person / virtual workshop or helping a company create a brand new health and wellness policy… or even completing high level leadership coaching and mentoring sessions with world-changing, corporate leaders… then selling to corporations won’t be for you. It’s not enough to simply want the cash (although the average corporate deal in the UK is currently worth £10,000, in comparison to the average B2C deal being worth just £1500.)
Instead, you have to be interested in the companies that you’ll be building relationships and doing business with. NB: This doesn’t mean you have to start carrying a BlackBerry/ start working in an office again… you just have to have a genuine interest in the organisations themselves, what they do – and how you can help them.
I have clients working with organisations across the globe that are doing incredible things in the world; working to alleviate climate change, improving gender parity… and have some awesome brand names to boot. Which organisations / brands would you dream of impacting? Choose them.
So – a quick recap. In order to sell to organisations, you don’t need;
- Prior corporate experience
- To have a desire to wear pinstripes/ heels/ carry a briefcase
- To have prior experience tendering for business, writing proposals or creating corporate offers.
You simply need;
- Genuine expertise in your subject matter area
- A genuine desire to want to work with interesting organisations and help them achieve the best possible results.
- Have a service that can genuinely impact the productivity, profitability or reputation of an organisation.
If you’re a service based entrepreneur who wants to start selling your services to corporate organisations – even if you don’t have any prior corporate experience, you can book your ticket for Converting Corporates: The Event 2020 where you’ll learn exactly how to create high ticket, high transformation corporate offers, the exact business development skills and strategies you’ll need to successfully sign corporate clients, put pitches and proposals together and even hear from real hiring managers from big brands, what they really look for in external suppliers.
Online entrepreneurs around the world have realised that adding a corporate revenue stream to their business in the current economical climate, is the right decision. But for a lot of entrepreneurs, the decision to sell their services to corporate organisations is based on two things;
- “Can I get over my own former corporate experience and be okay selling my services to corporate organisations without compromising the set-up of my business?”
- “Will corporate organisations want to buy my services?”
Here’s the thing; if you’ve spent the last 1-3 years, selling your services to individuals… it’s quite likely that they’re not going to provide the transformation or format that a corporate company is looking for – in their current form.
But the good news?
You can tweak any service that you have – to meet a corporate need. After you have finished reading here check out episode 9 of my podcast where I talk all about choosing your niche when selling to corporates.
So let’s look at how that can work – and how you can identify whether or not, corporate companies are ready to purchase the transformation that you offer.
1. Will the overall outcome of your service benefit the company in a way that: boosts productivity? Raises profitability? Or improves their reputation in the market?
If so, great news! Corporates will definitely want to purchase your service. The key areas of importance for corporate organisations (and reasons that they hire external suppliers) relate to productivity, profitability and market reputation/ leadership.
Now, this doesn’t mean that you only have to sell a money-making/ lead-generation/ consulting service to be successful. In fact, one of my clients Julie Dennis recognised that women undergoing the menopause in organisations were more likely to be stressed, take more sick leave and eventually leave an organisation – if the company didn’t have a menopause policy in place.
Over the last 18 months, Julie has been working with incredible companies who recognise that prioritising staff health and wellbeing gives them employees who are more productive, less likely to leave and that having those policies in place increase their reputation in the market as a company who cares (and that employees want to work for!)
She’s now fully booked into 2020 and gets regular, repeat business from organisations that love how her work helps them attract and retain the best talent in the market through improving their reputation and working environment.
2. Are you a genuine expert in your field?
Expertise is essential when it comes to selling your services to corporate organisations. Now this doesn’t mean that you need to have a thousand qualifications – or have spent thirty years developing your own patented process. But it does mean that you need to have solid knowledge, expertise and experience in your chosen field; wherever that has come from.
A client of mine, Emma Langton spent the last ten years working with individuals to help them manage stress, overwhelm and become more resilient in their everyday lives. Emma is one of the UK’s leading experts in stress management and resilience through working with so many individuals – and the breadth of experience that she has… so over the last year, she’s been successfully able to work with great corporate organisations who recognise that reducing stress for their workforce ultimately leads to higher performing employees, higher levels of productivity – and therefore higher profits.
Remember, it’s not simply about the letters after your name. It’s about demonstrating genuine passion and consistent development in the area that you choose. Companies hire experts so that they can solve problems quicker – so the more you have, the better!
And if you don’t have tons of experience in the exact format that you’ll be selling to corporations, remember to look at your transferable skills; where have you done it before/ helped achieve similar results/ worked in similar ways. It all counts.
3. Do you want to sell to corporate organisations?
Aside from the initial trepidation of knowing what to sell/ how to start moving forward with selling to corporations, are you actually interested in working with companies?
Just like individuals, corporations want you to be interested in the services you’re providing to them – and committed to helping them achieve the best possible outcome. So if you can’t think of anything worse than running a multi-person in-person / virtual workshop or helping a company create a brand new health and wellness policy… or even completing high level leadership coaching and mentoring sessions with world-changing, corporate leaders… then selling to corporations won’t be for you. It’s not enough to simply want the cash (although the average corporate deal in the UK is currently worth £10,000, in comparison to the average B2C deal being worth just £1500.)
Instead, you have to be interested in the companies that you’ll be building relationships and doing business with. NB: This doesn’t mean you have to start carrying a BlackBerry/ start working in an office again… you just have to have a genuine interest in the organisations themselves, what they do – and how you can help them.
I have clients working with organisations across the globe that are doing incredible things in the world; working to alleviate climate change, improving gender parity… and have some awesome brand names to boot. Which organisations / brands would you dream of impacting? Choose them.
So – a quick recap. In order to sell to organisations, you don’t need;
- Prior corporate experience
- To have a desire to wear pinstripes/ heels/ carry a briefcase
- To have prior experience tendering for business, writing proposals or creating corporate offers.
You simply need;
- Genuine expertise in your subject matter area
- A genuine desire to want to work with interesting organisations and help them achieve the best possible results.
- Have a service that can genuinely impact the productivity, profitability or reputation of an organisation.
If you’re a service based entrepreneur who wants to start selling your services to corporate organisations – even if you don’t have any prior corporate experience, you can book your ticket for Converting Corporates: The Event 2020 where you’ll learn exactly how to create high ticket, high transformation corporate offers, the exact business development skills and strategies you’ll need to successfully sign corporate clients, put pitches and proposals together and even hear from real hiring managers from big brands, what they really look for in external suppliers.
