Winning Corporate Contracts: How to Understand and Impress Decision Makers

Ever felt like you're on the brink of a major breakthrough with corporate clients, only to have the deal slip through your fingers at the last moment? Many consultants believe that their proposals or pitches just need to be polished a bit more, that maybe if they tweak their offering or lower their price, they'll finally clinch those high-value contracts. 

But here's the kicker: it's not about the polish on your proposal or the numbers in your pricing. It's about understanding the people on the other side of the table.

The truth is, that securing deals with corporate clients—especially decision-makers and CMOs—goes far deeper than the surface-level strategies most of us rely on. 

These individuals are looking for more than just another vendor; they're searching for a partner who truly gets their world, someone who can speak their language and navigate the unique challenges they face daily.

So, what if I told you that the secret to becoming that trusted advisor, landing those $30,000, $40,000, or even $50,000 contracts, isn't found in the usual sales tactics? 

What if the real strategy involves stepping into their shoes, understanding their mindset, and aligning your approach to resonate with their core needs and values?

This understanding isn't just about recognizing their titles or industries—it's about diving deep into their world, identifying their unique challenges, and offering solutions that resonate on a personal and professional level.

Here's how you can start making that shift:

Step 1: Research and Understand Deep Industry Challenges

Start by diving deep into the industry of your target corporate client. This isn't just about understanding the surface-level problems they face but getting to grips with the nuances of their challenges.

• Engage in Continuous Learning: Stay abreast of industry news, trends, and challenges by subscribing to industry journals, attending webinars, and participating in relevant forums and discussions.

• Listen to Their Conversations: Pay attention to what decision-makers discuss in LinkedIn posts, industry panels, or interviews. Note the challenges they mention and the language they use.

• Conduct Informational Interviews: Whenever possible, engage directly with professionals in your target industry. These conversations can provide invaluable insights into the unique challenges they face.

Step 2: Tailor Your Solutions to Their Specific Needs

Once you've identified the specific challenges, tailor your solutions to address these directly. This is where your expertise shines, offering not just a service but a strategic partnership.

• Customize Your Proposal: Ensure your proposal speaks directly to the challenges you've identified. Highlight how your specific services can solve these problems, using language and examples that resonate with their industry.

• Create Relevant Content: Share insights, case studies, and actionable strategies that tackle these challenges through your LinkedIn content. This not only showcases your expertise but also your commitment to providing value.

• Offer a Sneak Peek: Use LinkedIn to share snippets of your approach to solving industry-specific problems. This could be through short videos, infographics, or insightful posts that offer a glimpse into your strategic thinking.

Step 3: Demonstrate Your Expertise Through Strategic Engagement

Engage with your target audience on LinkedIn in a way that demonstrates your deep understanding of their industry and challenges.

• Comment on Their Posts: Offer valuable insights and additional perspectives on the challenges they discuss. This not only shows you're engaged but also that you're knowledgeable.

• Share Their Content: When they share insights or achievements, share these with your network with your own take on why it's important. This helps build rapport and demonstrates your support for their industry.

• Initiate Conversations: Don't shy away from starting discussions on LinkedIn about industry challenges. Tag relevant decision-makers and invite them to share their thoughts. This can position you as a thought leader who's genuinely interested in industry progression.

I did a video on 20 Key Traits to Win Over Decision Makers and Secure High-Value Deals," where I take a deep dive into the psyche of corporate buyers which has helped transform the way me and my clients approach and secure high-value corporate contracts.

[WATCH IT HERE]

Your ultimate goal is to transition from being seen as just another consultant in your LinkedIn or email inbox to a trusted advisor who understands what they’re dealing with in their day-to-day. 

By articulating their specific challenges and demonstrating your capacity to address these with tailored solutions, you elevate your value in their eyes.

Your proposals become more than just documents, they're reflections of a deep strategic partnership. 

Every interaction, every piece of content, and every proposal should underscore your unique understanding of their challenges and your ability to solve them.

So many people go big and complicated when the answers they need for their CURRENT stage of business are right under their noses.

Want to work with me to see what changes you can make to position your expertise to get more leads and clients right away?

Helping to attract training and speaking opportunities is part of what I help with in my 6-week 1-on-1 intensive for experienced consultants, coaches, or service providers.

In addition to content, I also help create your offer that matches your unique expertise and that corporates would want… as well as understand how to pitch the offer in terms that would connect to a problem they want to solve.

And I also help you to identify prospects to connect with on LinkedIn and guide you on how to run your sales calls so that it's far easier for prospects to say 'yes' to working with you.

All of this work is aimed at helping you to create a (minimum) six-figure income stream from a small number of corporate clients.

The investment for this experience is $9K - relatively modest considering the hours I dedicate to meticulously analyzing your current marketing, the insights I share from working with decision-makers, the acute ability I've developed to identify opportunities and areas for improvement with unparalleled speed, and the results that kind of precision can get.

Past clients have added multiple six figures to their revenue and tripled their prices.

If interested, send me an email to dashley@thrivoo.com, and we will chat to see if this would be a great fit for you.

When you email me, please let me know the following:

1. Your expertise or niche

2. Who you help

3. Results you've gotten for them