10 Hacks you can do to punch above your weight and get the gig

A powerful fun session by some seriously smart people at our BBG Sutherland Chapter this morning , focussing on adding value to the klt hotseat .

The issue “Do you need to be big to supply large corporates? “

• How do you punch above your weight? 
• When you try and pitch for a tender to a larger company - is it important to make your business bigger than it is!  
• What can you do to become a preferred supplier to a “whale”? 

Here are 10 hacks  that were identified in today’s klt hotseat 

1. Be clear on your Unique Selling Proposition 

Make a list of all the things that 

1. Why a company would not buy from you 
2. What a company is looking for when buying your product or service 
3. What are their pain points 

Ask leading questions ...

• “Tell me about the Time when things didn’t work “
• “How do you find that out .....
• “What keeps you up at night “

Do your research 

• Find out who the decision maker is 
• Do your research on him/ her 
• What keeps them up at night
• What you can do to solve their pain
• What is their personality profile 
• Empathise

Invite them to a bbg forum 

Build a relationship  

Nothing better than face to face 

Once you find out the 3 questions, Find answers to the questions and fears and this will tease out your Unique Selling Proposition

• 2.  Collaborate 

Can you collaborate with other smaller businesses or “giggers” and disrupt the big players? 

Social media and websites - can you get address and tel # in strategic places .punch above your weight! 

• 3. Be socially responsible 

Align with social enterprise (especially if decision maker is millennial or gen y or z! )

Identify who you ideal customer /customers are - create avatars / Personas of them 

• 4. Can you Guarantee delivery 

• 5. Find out what the market wants and deliver it ...

Daniel’s Example 

Beauty industry - perfumes - high prices, fancy bottles, scientific -men testing in white jackets - pretty

Customers wanted all natural and 

body shop and similar companies took market share 

• 6. Use your BBG members and Advocates 

They will sell for you. Your best advocates are your happy clients and stakeholders. A recommendation from someone that your prospect knows is often enough! 

Meet with BBG members - they are connected - they will refer you to decision makers - ASK 

• 7. Understand your funnel 

• 8. The 3rd Quotient IQ EQ and LQ  - Likeability Quotient 

• 9. TESTiMONIALS 

Provide case studies and TESTIMONIALS - to build trust and credibility 

• 10. Provide a WoW service 

Provide a brilliant service , on time and wow your ciustomers 

What are some of your gems ?