Are you a small business owner looking to grow your business and take your company to the next level? One of the most effective strategies is to focus on landing big clients—the “big fish” I discussed in my last Blog Post. This can boost your revenue and help establish your reputation in the industry. 

However, catching these big fish requires a different approach and mindset than working with smaller clients. In this post, we’ll explore six essential keys to successfully landing and retaining high-value clients and some practical tactics to align your whole team around this goal.

Key 1: Make an Impeccable First Impression

In big business, you often only get one shot to prove yourself. You must be at the top of your game from the very first interaction when approaching potential big clients. Any mistakes or signs of unprofessionalism can immediately disqualify you from consideration. 

Some ways to nail that first impression include having a polished marketing kit and proposal template ready to go, designating your most experienced and articulate team members to lead the sales process, and doing extensive research on the client beforehand to tailor your pitch.

Key 2: Treat Them Like Your Top Priority

Big clients expect world-class customer service. Whenever they reach out, you need to respond with urgency and attentiveness. Set up systems to alert your team immediately when a message comes in from a big fish client. Have a designated client success manager who makes that client feel like they are your one and only.

Respond to calls and emails as quickly as possible, ideally within minutes. Have rapid response teams ready to jump on any issues they may be facing. The key is to make them feel like they are unequivocally your top priority at all times.

Key 3: Be Flexible and Accommodating

Serving big clients often requires a degree of flexibility and willingness to accommodate their unique needs or requests. If they need customizations to your standard product or service packages, try to comply (within reason). If they have urgent deadlines or special communication protocols, be as accommodating as possible.

The key is to avoid rigid processes and remain agile to adapt to the client’s way of working. A bit of extra hustle and creative problem-solving in the short term can pay huge dividends in the long run.

Key 4: Play the Long Game

Landing a big client is not about securing a quick, one-time influx of cash. You need to approach the relationship with a long-term mindset. The initial contract is often simply your foot in the door to a much larger and more lucrative ongoing partnership.

Focus on setting up a service-level agreement that lays the foundation for a lasting business relationship. Prioritize the client’s long-term success and satisfaction over short-term gains. Prove yourself with smaller projects first, then work up to bigger opportunities.

Key 5: Make the Experience Enjoyable

Work may be serious, but that doesn’t mean it can’t be fun, even when dealing with big clients. In fact, injecting personality and lightheartedness into client interactions can be a major differentiating factor.

Clients want to know there are real humans behind the business. Let your passion for your work shine through, and don’t be afraid to build personal connections with your clients. Happy, enthusiastic teams are naturally more engaging and inspired to do great work.

Key 6: Provide Additional Value

Finally, look for opportunities to go above and beyond in the value you provide. Don’t just deliver a product or service, but proactively find ways to make your client’s life easier and their business more successful.

This could include things like:

• Making strategic introductions to potential partners or customers 
• Sharing industry insights and expert advice
• Proactively identifying cost-saving opportunities (but not at the expense of top-end revenue)
• Providing training and education for their teams

When you demonstrate that you’re truly invested in the client’s success, they’ll be far more likely to reciprocate that loyalty.

A Companywide Mindset

Adopting this “big fish” mindset can’t just happen at the leadership level – it must permeate your entire organization. Some ways to foster this mentality include:

• Posting the 6 keys prominently for all to see
• Developing performance-based incentive and recognition programs around big client wins  
• Holding regular team meetings to reinforce best practices
• Mandating fast turnarounds on client communications 
• Implementing training and certification programs to upskill team members

With the right mindset, operational alignment, and commitment to delivering exceptional value, any small business can compete with the “big fish” and achieve next-level growth. By embodying these 6 keys, you’ll be well on your way to landing your next major client. And if you need support training your team or developing incentive programs, don’t hesitate to reach out!