Basic strategies for the acquisition of large brands & the fortune 500 HOW TO LAND THE BIG FISH

@justlikeair

Hi, I’m Shane & I run a 100% DISTRIBUTED agency.  

(some people call them clients) A COUPLE OF OUR FRIENDS

www.tri.be

1. WHY BIG COMPANIES USE FREELANCERS

They are SLAMMED but can’t push deadlines.

TIME

The idea/strategy was pitched and "included your services.

PARTNERSHIP

Sometimes the answer is right in front of them and they just need someone to point it out.

PERSPECTIVE

Their internal team lacks a specific specialty.

SKILLS Require  ‘rubygems’  Require  ‘atchoum’  Class  SneezyWeb  <  Atchoum      def  layout            html  do                  head  do  

Fill out Form 37A and we’ll get you an in-house designer 3 months from next Wednesday.

Bureaucracy

They need someone to get things done.

ACCOUNTABILITY

2. SELLING TO LARGE CLIENTS

Your first huge client is already in your personal sphere. We got a project with Boeing through an intro from my dad.

LIFE IS SALES

We get hired (and re-hired) by Fred, Sun, Dina, Nathan, Hillary & Beach…. eBay, SAP, Zillow, MTV,

are just names. All our clients are real people.

SELL TO PEOPLE

Guide the options by defining a set of choices. Which would you prefer, a delivery timeline of 3 months with

some shortcuts or 4 months done right?

USE WHICH-CRAFT

My average intro to sale is 6 month – 2 years. Big projects with big companies take time to close.

BE PATIENT

Stop trying to sell them your shit. Be actively engaged in figuring out how they can win and how you can help. Don’t

be afraid to say no.

JOIN THEIR TEAM

With a large company often comes large paperwork and bureaucracy. You must learn to navigate it. Ask for help often.

NAVIGATE

@justlikeair shanepearlman.com