Think big and you can land a whale of a deal

When Andrew set me this goal, the pressure I felt I was under was immense.

I was earning a decent wage, but to miraculously find myself a £5,000 client was mind-boggling.

But then, after spending some time researching and planning, it all fell into place.

To make it in sales you have to think big.

Yes, of course you need to bring in the regular smaller clients – your bread and butter, so to speak – but I needed bigger fish, as in life I felt I had bigger fish to fry.

Let’s look at it in a different way, and keep on the fishing tack.

If you are to go hunting for big fish instead of little fish, you need to fish for whales.

A whale of a deal is far larger than an average deal that you may make.

I have mentioned before that 20 per cent of your clients bring in 80 per cent of your revenue, and 80 per cent of your clients bring in 20 per cent of your revenue (the Pareto Rule).

And you will find (as I have) that winning those larger £5,000, or even £25,000, deals is not that much harder than wining the little fish deals, and can even be far easier to close.

Of course you have to provide a mountain of value for your high paying clients, plus you need to ensure that they have platinum membership to your services or products, and that they are getting more than they are paying for.

But if you have your products and packages sorted, and a great reputation and contacts, you can easily land a whale of a deal.

So invest your time wisely and start thinking big, planning big and delivering big.

Since I have been blogging regularly and showing people the value I can provide, I have found landing big whale deals far easier.

Once you have established yourself as a thought leader, you need to think about which contacts may be able to help give you referrals and recommendations.

Ask for recommendations, get them and then deliver the best you can, and it will not be long before you have a pod of whales.