Secure Corporate Contracts: 20 Key Traits to Win Over Decision Makers and Secure High-Value Deals
Imagine if you knew as much about your corporate buyer as you know about your favorite Netflix series or the intricacies of your go-to coffee order. They'd be completely sold on you in an instant!
It's all about understanding the unique traits and mindset of these decision-makers. Today, I'm going to share with you 20 traits that I've admired and observed in working with decision-makers like vice presidents and CMOs within organizations over the past 15 years.
They Value Clarity Above All: Corporate buyers don't have time for fluff. They appreciate when you can articulate their problem and your solution with precision and clarity.
Decision-Makers Seek Efficiency: They're always looking for ways to streamline processes and get more done in less time—show them how you can contribute to this.
Risk Aversion: They weigh decisions carefully to minimize risk. Demonstrating reliability and backing up your claims with data can tilt the scales in your favor.
Outcome-Focused: It’s not just about the process; it's the result that matters most. They want to see a clear ROI on any investment.
They Appreciate Innovation: Bringing fresh, creative solutions to the table can set you apart from the competition.
Trust Is Key: Building a relationship based on trust is paramount. They need to see you as a partner, not just a vendor.
Experience Matters: They respect expertise and a proven track record. Showcase your successes and how they relate to their needs.
Decision by Committee: Remember, it’s often not one person making the decision. Your pitch needs to resonate across the board.
They're Always Learning: Just like you, they’re on a constant quest for knowledge. Educate them with your content.
Patience Is a Virtue: The sales cycle can be long. Patience and consistent follow-up are crucial.
Confidentiality Is Non-Negotiable: They deal with sensitive information daily. Assure them of your discretion.
Cultural Fit: They consider how well you mesh with their company culture.
Flexibility: The ability to adapt your solutions to their changing needs is a big plus.
They Seek Value, Not Just a Low Price: It's not always about being the cheapest option. It's about offering the best value.
Communication Skills: Clear, concise, and effective communication stands out.
They Are Busy: Respect their time. Get to the point quickly.
Leadership Qualities: They look for leadership in their partners. Show your ability to lead and manage projects efficiently.
They're Under Pressure: Recognize the pressures they face and show empathy.
Long-Term Thinking: They’re interested in solutions that offer long-term benefits.
Authenticity: Be genuine. Authenticity in your approach can forge a stronger connection.
When you approach a corporate buyer armed with an understanding of these traits, you're not just another consultant or service provider. You become what they look for in a trusted industry advisor.
This means you can articulate their problems more clearly, propose solutions that align with their values and operational philosophies, and demonstrate an understanding of their world that few others can.
This deep insight allows you to tailor your approach, ensuring that your proposals resonate on a more personal and impactful level.
It’s about showing them that you don’t just understand your own business, but you deeply understand theirs as well. When you can do that, those $30,000, $40,000, and even $50,000 contracts aren't within your reach.
If you're ready to dive deep and position yourself as the go-to expert for your corporate clients, let's talk.
Together, we can refine your approach, ensuring you're not just seen but remembered and chosen. Email me at dashley@thrivoo.com, and let's turn those traits into your strategic advantage.