How to Sell Big Clients and Win Tremendous Deals with Melinda Chen

In this episode we meet Melinda Chen, the founder of Women Making Big Sales. We talk about how to sell big clients and win tremendous deals. Melinda Chen is a sales executive and trainer with 15 years of experience and 8-figures of sales track record.

She specializes helping entrepreneurs sell to “hard-to-access” decision makers,i.e. how to sell big clients.

Why You Should Sell To Big Clients

Everyone should look to earn big clients. Why? They are more loyal given they are more stable. Small clients can go out of business. The revenue to cost ratio is better. For the same amount of work, you can earn greater sales. It’s easier to grow business with large clients.

Big Client Sales Process

Melinda recommends that you

Find a quick win by targeting the right big client. Focus on a small pool of prospective clients. Find a urgent value proposition.
Establish a contact by looking for connecting person i.e., trusted advisers who are outside of the organization e.g. focus on Incubators, Journalists, Marketing Directors. Then get referrals and an introduction. Look for a super connector. Build a connection map.
Close the sale.

2-5 Formula

Melinda believes prospecting can be a process with a formula. First start with two soft contacts from other people. This will take the cold out of the cold call. Then have 5 hard contacts. Make sure that each contact must add value. Use the urgent value proposition to frame the value.

How To Find Melinda Chen

Website: WomenMakingBigSales.com

Facebook: facebook.com/womenmakingbigsales/

Download her 5 Objections to Overcome When Securing Big Clients

Networking Tips

Here are some previous episodes that will aid you on how to sell big clients and win tremendous deals. Good luck!