A short YouTube coaching segment by Katie McManus advising small-business coaches and consultants on how to win corporate clients. Key points: avoid pitching HR first—target department heads with painful, revenue-impacting problems; persistence and a repeatable sales process can produce consistent corporate contracts; emotional factors and rejection sensitivity (notably for ADHD entrepreneurs) matter in the sales journey.
Chapters
The golden goose of offering a service is landing corporate clients. There are a lot of decision makers when you go after corporate clients and you have to really work with all of them to make sure that you get the job. Trying to get corporate contracts is rife with rejection, both perceived and real. And for folks with ADHD who are sensitive to rejection or sensitive when they think they're being rejected, it can really take a toll on your self esteem, can make you doubt that this business is even going to work. The number one mistake I see coaches and consultants making when they're going after corporate contracts is they think that the best way to get in front of their ideal client and to start that sales process is to reach out to hr. Often the best way for you to get in with these clients is to go to the department heads, the actual leaders, the people who are in the business, working on the business and running into some serious problems. When they realize that you hold the key to their life being easier, to their work being easier, and to them hitting and exceeding their goals as a team, they're the ones that are going to go and make the case to hr. Why HR needs to create budget for you. You want to get in front of those people who are in charge of these kinds of things because they have the most painful problems that they face every single day. The money is in the lurkers. Often the people who become our clients are not our most avid, engaged followers. They're the people lurking in the shadows who never out themselves until they book a sales call with you. Businesses care about the bottom line. So if this person is either going over budget or not hitting quota, they're not getting the accolades they would if they were doing those things. So you coming in and saying, hey, I can help you do these things better. Less money in less time, with less effort. We forget that every purchase we make is an emotional purchase, right? There's a person behind that decision who wants things for themselves. Let's talk about the number one most impactful thing that I teach my clients. That I'm giving you 20 for free in this episode. The number one thing I want you to know is that this is possible for you if you're consistent. If you have an actual sales process that works, then you can absolutely get consistent corporate clients.
