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When you sell your services to a company, what you are actually telling them is that there’s a better way to do things and that they need to change their ways.  People as a whole don’t like change.  It’s scary to them and they try to avoid it.

Smaller companies tend to be more open to change.  If you offer them a solution that can increase their sales by 20%, they’re going look at that as being beneficial across the board.  Now compare that to the mindset within a larger Corporation.  There are people within that organization that have a vested interest in not “upsetting the apple cart”.

In my How to Attract Corporate Clients system, I did a lot of research into the psychological outlook of people in middle and senior management positions of corporations.  I based my findings on a study of 12,000 people over a 20-year period, and what came to light was just how fearful and nervous they are regarding change.

Not only are they scared of the change that your solution in and of itself is selling, but you yourself are an instrument of terror in the Corporate world!  The fact that you’ve struck out on your own says something about you.  It says you’re willing to take a risk and embrace change.  That can ruffle some feathers in the Corporate world since many Corporate managers have a vested interest in maintaining the status quo.

In order to get around the fear, you need to watch your language.  Sell yourself at every level to both types within a Corporation – those who fear change and those who are seeking it.  When we say words such as transformation and instant results, they’re hearing frightening, dramatic changes are heading their way.

So what can we offer in place of the change they so fear?  You need to offer practices and results that will blend in with what’s already in place.  Offering a training that will complement current practices rather than transform them is going to go over much better with those who quiver at the thought of a transformation.

You need to be aware of this Corporate fear of change mindset whether you are preparing a written proposal or having a face-to-face meeting.  Watch the use of big, scary change words.  They can be a complete turnoff for some people within the Corporation who have the power to block or stall your sale.  If you’re aware of this from the outset, you’ll be better able to position yourself.

Another way to get around this fear of change is to meet as many people in the Corporation who will be involved with your service as you can.  Some of their fear can just be attributed to the fear of the unknown.  Once you are no longer the ‘unknown’, you’ll be much less scary.

When you’re setting up a meeting to discuss a proposal or even on an initial contact, meet as many people as possible.  Questions that can help you along are:

“Am I going to be able to meet other people who are involved in this project?”
“Am I going to be able to meet the Key Departments?”
“Will the Sales Manager be available to attend our meeting?”

Dramatic change is scary for large Corporations.  Make sure you’re not scaring off the big clients by using verbiage that may frighten them into not buying your services.

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