How to Get BIGGER CLIENTS for Your Business | Ask Evan

Hi, I'm Evan Carmichael. Welcome to another edition of Ask Evan. In today's episode, I'm going to answer a question from one of my newsletter readers, Tresford, who runs a web development, web design, and software development company and wanted my advice on how to go after and get bigger customers on board. So, Tresford, it's a great marketing strategy. I love working with bigger clients if you can, especially in the early days. Days of your company, you'll find that they can give you the cash flow to get your business up and running. They are usually a little bit more demanding than individual customers, sometimes not, but if you can get them to see you as a really important resource for their company, you're going to be an ongoing supplier for them. So the smaller guys may use you here and there, it's hard to rely on that income, but the larger guys, if they see you as really important, they're going to want to keep hiring you back and back and back. So it's a great way to get recurring revenue, which is awesome for an entrepreneur who's just kind of getting going with their company. So in terms of you being able to get bigger customers for your business, the first thing I would do is talk to your biggest customer right now. Look at your top 3 customers in terms of size and the amount of work they do with you and get close to them and understand what it is that, you know, really drives their business, how you might be able to help them out with other projects that they may not have thought about. Make it casual, take them out to lunch, you know, give them suggestions on how they can grow their business beyond just how you can help them. But the idea here is to really get to know your customers, understand their pains, their problems, and then you can develop solutions to be able to help them. So you might be able to grow with your existing customer base, your bigger ones, and, and do more work with them. It's the easiest way to kind of grow your business is to sell more to current customers. The second thing I would do is look at the 3 services that you offer. You said web development, web design, and software development, and see which one of those could be your thin wedge into the market. So if you're looking at targeting bigger companies, which of those 3 could you offer as a quick intro package. Let the customer get to know you, work with you. A big risk for these companies is they don't wanna work with somebody who's gonna let them down, and there's a lot of switching costs between getting a new supplier on board or not. So what can really help is if you have a really simple, easy, low-cost, low-risk way to start doing business with somebody, even a really small project. So maybe you're doing a landing page or quick app for them, something that is really easy for you to do, doesn't cost a lot for them, low-risk situation. Get them to work with you, get them to like you and trust you and see that you're overdelivering, you're providing tons of value. Make sure you are overdelivering like crazy on the project. And then it's easy to get them to give you bigger budgets ongoing. So chances are they work with other suppliers, may not be happy with them. If they see that you're doing some work on a small scale with them and they're really liking it, then they're going to want to hire you back. Get more projects, continue increasing the budgets, and do more work with you. So it's an investment in the relationship. You may do the first one even not at a huge profit just to kind of get in there, show them the kind of work that you can do. But figure out from those 3 what could be your thin wedge into the market. And once you start working with them, then it's easier to kind of get more and more work from them. The last thing I would do is try to partner up. So see who else is selling to your current market and how can you work with them. So look at people who have related businesses, they're targeting your same customer base, they already have an established base of those customers that you can find some way to be able to work with them. If it's a referral program, or they're taking a commission, or whatever it is, find guys who are already selling to your target market and find ways to partner up with them to be able to have them introduce you to the customers, and then you can use your thin wedge into the market strategy to help continue that relationship as you go forward. So good luck, I hope that helps. Remember, talk to your current customers, your the biggest ones, try to do more work with them and understand their pain points. 2, look at your services, see what can be the easiest way in, small project, low risk, just to get them working with you and then they see the value that you bring, they're going to do more work with you. And 3, partner up. Find guys who are already selling to your target market and see if there's ways you can work together. So I hope that helps, Tresford. If you guys like the video, please give it a thumbs up below. I love seeing those thumbs ups come in and it makes me want to do more of these videos, so thank you. And I'd love to hear what you have to think. If you want to leave a comment underneath the video, Uh, if you like the video or not, or if you have other suggestions for transfer or things that have worked for your company, I'd love to hear it. So please leave a comment below and we'll see you on the next episode.