Big business - Make or break for my company

Next week I've been guided into a fortunate situation. I've have the opportunity produce a website with a medium-sized business, that has a turnover of over £4 million a year. Also with that company, they've got a multi-millionaire associate who needs an e-commerce website creating for his products.

So I need to sell them our company... and one of the things I am creating is a small catalogue of our services that I can hand to them. It details the basics of how we operate and what we can do for their site.

There's a lot of potential for business, but it's my first time in front of big business men and I'm not sure how present our company well enough to get the contract.

Any suggestions or past experiences with this?

 

I think its excellent with a catalogue of your services to hand out, in that way they get a good overview of it.
I would hand it out to all attending and then present the services, and then they can follow you presentation in the catalogue.

After that let them ask questions and/or make pointers, to start a dialog. By doing that you begin to communicate and the meeting becomes more than a one-side presentation. I think that increases the chances to a deal.

Remember to stay calm, cool and confident =)

Good Luck!

//Andreas

 

When dealing with potential clients for eccomerce, you have to wow them right away and keep them excited from that point on. You want them to remember you and to be very excited about the chance to work with you over everybody else that applies for the contract.

I'm going through a similiar process with a local company that wants to go online.

Don't speak technical to them unless they want to hear it. Most business people are not tech savvy and need you to dumb things down to simple terms.

 

You might look around for tips on how to present yourself. I work with big business guys on a daily basis, and have found that looking them in the eye, giving them a firm handshake is key and coming off as confident are huge to them. First impressions are key. I have worked in a huge construction company since I was 18, and I had to deal with guys that had 20-30 years experience and I feel that the way I carry myself is the only way that I got respect as the youngest manager that we had.

This is my experience, but is in no way releated to ecommerce. One of the best days of my life is when the owner of the company (mulit millionare) told me that I was a good man and that there are not many of us left.

One more thing, don't try to B.S. an answer to a question that you do not know for sure, let them know that you will research that for them ASAP and get back to them and explain that you do not want to mislead them. If they feel that you are B.S.ing then you are done, but if they feel you are a straight shooter that can get the job done then you should be golden.

 

Don't forget you've been asked if you can help, because you provide good services and have a good rapport with your existing clients. If you feel good, you'll look good.

And don't feel nervous walking into a room of bigwigs either, they're still just people.