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
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