An elephant can feed you for a long time.

Most businesses struggle to last long. Many end up in a rut, barely surviving. They face challenges with growth, money, and results, moving as slowly as garden snails. If a big shock hits the market, they often can't survive because they lack the reserves to endure the storm.

Some companies shoot up fast, becoming the talk of the town, only to crash and burn shortly after. This happens because they grow too quickly, hire too many people, and spend too much money, expecting their success to last forever. But when the market changes, they struggle to adapt. They either shrink to almost nothing, fail or get stuck until they figure out how to start over.

Become  an Elephant Hunter in Business

Instead of being slow like a snail or fast like a rocket, aim to be an "Elephant" hunter. Landing a big business as a client can bring your company loads of benefits: cash, growth, reputation, and connections. It can even lead to new product ideas. Big clients also attract top-notch professionals to your team. Bagging an elephant can make the dreams that inspired you to start your business come true.

Why don't you bag elephants like others do?

To succeed in business, it's crucial to aim high and believe in yourself. Whether you're targeting a big, medium, or small client – think big. Remember, every company, no matter how large, needs to buy goods or services. Why not from you?

When going after a major client, you only get one chance. Missing it means likely missing out entirely. Once you secure the deal, that client becomes your top priority. They'll have high expectations, so you'll need to be flexible, creative, and willing to go the extra mile. Think long-term – there's plenty of opportunity beyond the initial deal. It's important to be smart about pricing. Don't give away everything, but also don't overcharge and risk losing the opportunity. Be strategic and ensure a fair deal for both parties.

Create a succinct dossier about your elephant.

Make working with the elephant enjoyable for both you and the elephant. Building a solid partnership with this big buyer can lead to mutual benefits. Get your team on board to capture the elephant. Make it a shared goal that brings everyone together. Offer training where needed. Recognize and reward those who excel. Give accolades to individuals and teams who contribute to the company's success by securing these accounts. Celebrate outstanding achievements, no matter the size of the prize.

The more you know about your elephant, the better you'll benefit from it. Keep tabs on everyone you meet in your meetings. Understand each person’s role in the company. Learn how it operates. Get on its mailing lists. Navigate through its procedures, like its budgeting and scheduling. Understand its language. The more you know, the more you can achieve.

Big companies have complex internal processes to organize themselves and avoid major mistakes. Learn how your elephant’s system works and find a way to fit in. Study its actions, bidding, and payment cycles. Pay attention to every message it sends you. You can learn a great deal. Adjust your methods to support its systems. Don't expect it to adjust to yours. The more you do to help with its logistics, the more likely it is to keep working with you, just to make its life easier.

Choose which elephant to track.

Understand your own business first. Figure out where your revenue comes from, what skills you excel at, and what goals you're aiming for. Focus on the big players nearby. Synthesize this info and pick potential targets. Choose the one with the most spending power. Think about how your company culture would mesh with theirs. Do their purchasing goals match your market space? If they only care about price and you offer a premium product, it's not a good match. Consider if landing the deal will take you into new territory. Do they realize they really need what you're selling?

To get ready, keep a database of contacts within the big company. Start with a short, focused mail. Follow up with a call mentioning your mail. Ask about their needs in your area. Find out who they're currently buying from. Send more detailed info right after. If they ask for a price, give it. Then call to set up a meeting. Make the most of your meetings, but keep in touch with those who aren't interested yet. Send occasional emails until you land a meeting. Remember, their situation might change, and they might come back to you later.

Elephant Hunters: Their Natural History Explained.

Sales Force Archetypes

• “The Sage”– This type excels at details and mentoring. They rely on data and storytelling to sell your offerings effectively.
• “The Pal” – Known for their friendly personality, charm, and expense account, this salesperson may lack attention to details. Provide them with clear product information to support their interactions with prospective clients.
• “The Pit Bull” – Driven and focused on results, this salesperson may struggle with building long-term relationships. Additional support may be necessary to maintain accounts won through their relentless determination.

The "Chameleon," known as the "sales force's triple threat," is super valuable because they can switch between different sales styles as needed. When deciding who to assign to the job, be honest about your sales team's strengths. Ask yourself if you have the right people for the task or if you need to bring in new talent. It's important to have the right arsenal when going after your goal.

Reach prey directly.

When you have a big meeting, forget the standard sales pitch. Bring your best team and prepare something short but attention-grabbing to leave a lasting impression. Focus on what the other side needs, not just what you're selling. Show them how you'll be an invaluable addition to their team and deliver on every promise. Instead of pressuring them, focus on building goodwill and making their lives easier. Prove your credibility with stories and evidence of your experience. Build personal connections with everyone involved and show them they matter if you hear a "no," take it as a chance to learn, not a defeat.

The big company you're dealing with might seem intimidating, but don't let that scare you. Negotiate with the people, not just the company's size and power. In your proposal, include things you're willing to give up. Don't give in too easily; make sure you can handle unexpected issues. Be careful with pricing and include possible changes. Make sure to sacrifice quality and service to meet a low-price request; it'll help your reputation and bottom line. Account for all your costs and don't assume being asked for a proposal means you've got the deal. Use extras to give yourself some wiggle room.

Add an inside salesperson to your elephant's team.

More support from the elephant's team means you'll sell more and become more rooted in the business. Look for insiders who prioritize what's best for the company, not just playing office politics. A respected person whose advice matters internally is a big asset. The more your contact is connected within the company, the better.

Find someone who can navigate the red tape and bureaucracy effectively. Pick someone you get along with and can easily build a relationship with. Help your allies shine in front of their bosses. Don't hog the credit. Remember those who helped you get where you are. Always show appreciation. Offer more services to make your ally's job easier. Predict what they might need and give them the data and support to excel. But don't rely too heavily on one person. Your supporter might move to another role or company. If that happens, use the relationship to make new connections there.

Infiltrate  the Target

"Maximizing Influence: Leveraging Relationships and Resources within the Company"

Dive deep into the company you're targeting. Use their formats when sharing info. Know your contact's purchasing power. Treat those with less power carefully to keep them engaged, but don't spend all your time with them if they can't seal the deal.

Get help from your current customers within the company to find leads in other departments. Use their resources and influence if they offer it. Stay alert for common mistakes, and keep things straightforward.

“Five Killer Mistakes” to Avoid with Elephants

Avoid These Five Major Mistakes When Bagging an Elephant Client

1. “Mismanaging  Client Expectations”: Don't promise the moon and end up disappointing. Keep a tight grip on what you commit to and deliver. Check, double-check, and triple-check all client interactions to prevent slip-ups.
2. “Fumbling Client Crises”: When things go south, don't play the blame game. Take charge, fix the problem, and salvage the relationship. How you handle a crisis can make or break your connection with the client.
3. “Operation Explosion”: Make sure you can handle the opportunity you're chasing profitably. Don't spend all your earnings assuming profits will follow. Track, manage, and support your deals while keeping an eye on your bottom line.
4. “Elephant Trap”: Don't put all your eggs in one basket. While winning a big client is great, don't neglect your existing customers. Ensure your contracts are solid and diversify your revenue streams to cushion the blow if your elephant client leaves.
5. “Losing Sight of the Numbers:” Your bottom line is what truly matters. Focus on profitability rather than just moving merchandise. Profit is the ultimate goal of winning big clients.