Who To Target

[FAB0]

Hi

I am in the final stages of completing my marketing plan, and i've managed to get addresses and names of relevant individuals to send direct mail to. The problem is many of them are in very large organisations. I wondered whether you could tell me the likelyhood of these companies using a service they've never heard of.

Am i targeting to organisations that are too big?

Will very large organisation try an unknown company?

Obviously, i know that alot depends on the service i have to offer, but assuming that the service is relevant, and would be very beneficial to them, would they take a chance on an unknown?

Regards

P.s. It would really be good if this site had case studies.

[Sarah Jones]

Hi Fab

Big business will look at using an unknown company as long as you present yourself in a professional manner and can provide a good quality service for the product that you are selling.

In my first year of trading with only 3 people I secured contracts with IBM, Alcatel and PricewaterhouseCoopers so it can be done.

You state correctly that the service needs to be one that is required by large corporates - if it is then you should have no problem with the right approach and a unique selling point that will make you stand out.

One thing to make you aware of is that big corporates have big accounts departments that can mean it takes up to 60 days to get your money so it is worth scheduling in a deposit payment on confirmation or allowing for later payments within your cashflow.


Good luck

[FAB0]

Thank you, Sarah.

I was always going to try, but i just needed that extra reassurance.