Landing the next BIG client: Just a Flip of the Coin?

Today I was thinking about some of my large sales successes. The high of landing a large account can really begin an unstoppable momentum in your sales journey.

I have always been in sales and marketing and have had many great highs. A large amount of my super highs have come from landing large accounts. One I often think about is Bi-Lo, a 220 store grocery chain based in South Carolina.

I remember like it was yesterday… I had been working with the buyer for over 5 months, flying back and forth from San Diego to Greenville, South Carolina too many times to count. At the time we were a relatively small entertainment distributor at about $10 million in sales and I was competing against 5 other vendors ranging in size from $100 million to just shy of $1 billion. Just who did I think I was competing against these goliath companies? Blind to anything that may have been in my way! I had lost count on how many times I had followed up via email, phone calls, letters, and notes trying to close the sale.

One of the last times I followed up I finally had the buyer on the phone. He stated it was between me and two of my largest competitors. I asked him where he was leaning and his exact response was “I don’t know Alan, it’s really a flip of a coin!”… A FLIP OF A COIN?!?! I was so taken back by that comment at first but then quickly started thinking about what I could do… OK, a flip of a coin… I can take care of that!

The following day I sent a coin Next Day Air with our company logo engraved on each side with a note that said “Here is the coin to use when you are ready !” The next week I received the call letting me know our company was awarded the contract! My consistent followup was a major factor in landing the account and I also know the coin pushed my buyer over the edge in my direction. For more creative follow up ideas check out Scott Ginsberg’s article 7 (more) Unforgettable Follow-Up Strategies.

How many times have you been presented with a challenge at some point in the sale? Are you listening for the opportunities to take that one extra step? I find a lot of times in the sales process it comes down to a few companies and the customer goes with the company that feels right… Look for those opportunities to insure you stand out amongst your competitors and realize sometimes it just comes down to a flip of a coin.