Sometimes, after a long lunch or during a very boring meeting, I find myself dreaming of whales.
Not actual swim-in-the-water whales, but those “whale” customers that will change my business forever and make me fabulously wealthy.
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I reckon every entrepreneur’s had them but in too many cases they seem untouchable. Well, it’s time to do something about that.
First, write down a list of your whales. Do some research on them, get as much data as you can on them and let your team know that these are your big targets.
Secondly, start figuring out how you might get inside these big businesses.
You might not be able to get to the CEO instantly, but could you start with a local representative or a procurement team member or a divisional head?
It’s a good idea to have two or three points of contact that you are working away at. These things do take time, but if you want to land a whale then you are going to need patience and dedication.
Get it done – today!