hi I’m Carmichael welcome to another edition of ask Evan in today’s episode
edition of ask Evan in today’s episode
edition of ask Evan in today’s episode I’m going to answer question from one of
I’m going to answer question from one of
I’m going to answer question from one of my newsletter readers transferred who
my newsletter readers transferred who
my newsletter readers transferred who runs a web development web design in
runs a web development web design in
runs a web development web design in software development company and one of
software development company and one of
software development company and one of my advice on how to go after and get
my advice on how to go after and get
my advice on how to go after and get bigger customers on board so trust heard
bigger customers on board so trust heard
bigger customers on board so trust heard it’s a great marketing strategy I love
it’s a great marketing strategy I love
it’s a great marketing strategy I love working with bigger clients if you can
working with bigger clients if you can
working with bigger clients if you can especially in the early days of your
especially in the early days of your
especially in the early days of your company you’ll find that they can give
company you’ll find that they can give
company you’ll find that they can give you the cash flow to get your business
you the cash flow to get your business
you the cash flow to get your business up and running they are usually a little
up and running they are usually a little
up and running they are usually a little bit more demanding than individual
bit more demanding than individual
bit more demanding than individual customers sometimes not but if you can
customers sometimes not but if you can
customers sometimes not but if you can get them to see you as a really
get them to see you as a really
get them to see you as a really important resource for their company
important resource for their company
important resource for their company you’re going to be an ongoing supplier
you’re going to be an ongoing supplier
you’re going to be an ongoing supplier for them so the smaller guys may use you
for them so the smaller guys may use you
for them so the smaller guys may use you here and there it’s hard to rely on that
here and there it’s hard to rely on that
here and there it’s hard to rely on that income but the larger guys if they see
income but the larger guys if they see
income but the larger guys if they see you is really important they’re going to
you is really important they’re going to
you is really important they’re going to want to keep hiring you back and back a
want to keep hiring you back and back a
want to keep hiring you back and back a box it’s a great way to get recurring
box it’s a great way to get recurring
box it’s a great way to get recurring revenue which is awesome for an
revenue which is awesome for an
revenue which is awesome for an entrepreneur who’s just kind of getting
entrepreneur who’s just kind of getting
entrepreneur who’s just kind of getting going with their company so in terms of
going with their company so in terms of
going with their company so in terms of you been able to get bigger customers
you been able to get bigger customers
you been able to get bigger customers for your business the first thing I
for your business the first thing I
for your business the first thing I would do is talk to your biggest
would do is talk to your biggest
would do is talk to your biggest customer right now look at your top
customer right now look at your top
customer right now look at your top three customers there’s a size and the
three customers there’s a size and the
three customers there’s a size and the amount of work they do with you and get
amount of work they do with you and get
amount of work they do with you and get close to them and understand what it is
close to them and understand what it is
close to them and understand what it is that you know really drives or business
that you know really drives or business
that you know really drives or business how you might be able to help them up
how you might be able to help them up
how you might be able to help them up with other projects that they may not
with other projects that they may not
with other projects that they may not have thought about Mickey casual take
have thought about Mickey casual take
have thought about Mickey casual take them up to lunch you know give them
them up to lunch you know give them
them up to lunch you know give them suggestions on how they can grow their
suggestions on how they can grow their
suggestions on how they can grow their business beyond just how you can help
business beyond just how you can help
business beyond just how you can help them but the idea here is to really get
them but the idea here is to really get
them but the idea here is to really get to know your customers understand their
to know your customers understand their
to know your customers understand their pains or problems and then you can
pains or problems and then you can
pains or problems and then you can develop solutions you will help them so
develop solutions you will help them so
develop solutions you will help them so you might be able to grow with your
you might be able to grow with your
you might be able to grow with your existing customer base your bigger ones
existing customer base your bigger ones
existing customer base your bigger ones and do more work with them it’s easiest
and do more work with them it’s easiest
and do more work with them it’s easiest way to kind of grow your businesses some
way to kind of grow your businesses some
way to kind of grow your businesses some more the current customers the second
more the current customers the second
more the current customers the second thing I would do is look at the three
thing I would do is look at the three
thing I would do is look at the three service that you offer you said web
service that you offer you said web
service that you offer you said web development web design and software
development web design and software
development web design and software development and see which one of those
development and see which one of those
development and see which one of those could be your thin wedge into the market
could be your thin wedge into the market
could be your thin wedge into the market so if you’re looking at targeting bigger
so if you’re looking at targeting bigger
so if you’re looking at targeting bigger companies which of those three could you
companies which of those three could you
companies which of those three could you offer as a quick intro package let the
offer as a quick intro package let the
offer as a quick intro package let the customer get to know you work with you a
customer get to know you work with you a
customer get to know you work with you a big risk for these companies is they
big risk for these companies is they
big risk for these companies is they don’t want to work with someone who’s
don’t want to work with someone who’s
don’t want to work with someone who’s going to let them down and there’s a lot
going to let them down and there’s a lot
going to let them down and there’s a lot of switching costs between getting a new
of switching costs between getting a new
of switching costs between getting a new supplier on board
supplier on board
supplier on board so what can really help is if you have a
so what can really help is if you have a
so what can really help is if you have a really simple easy low cost low risk way
really simple easy low cost low risk way
really simple easy low cost low risk way to start doing business with somebody
to start doing business with somebody
to start doing business with somebody even a really small project so if maybe
even a really small project so if maybe
even a really small project so if maybe you’re doing a landing page or a quick
you’re doing a landing page or a quick
you’re doing a landing page or a quick app for them something that is really
app for them something that is really
app for them something that is really easy for you to do doesn’t cost a lot
easy for you to do doesn’t cost a lot
easy for you to do doesn’t cost a lot for them low risk situation get them to
for them low risk situation get them to
for them low risk situation get them to work with you get them to like you and
work with you get them to like you and
work with you get them to like you and trust you and see that you’re over
trust you and see that you’re over
trust you and see that you’re over delivering you’re providing tons of
delivering you’re providing tons of
delivering you’re providing tons of value make sure you are over delivering
value make sure you are over delivering
value make sure you are over delivering like crazy on the project and then it’s
like crazy on the project and then it’s
like crazy on the project and then it’s easy to get them to give you bigger
easy to get them to give you bigger
easy to get them to give you bigger budgets on going so gently work with
budgets on going so gently work with
budgets on going so gently work with other suppliers may not be happy with
other suppliers may not be happy with
other suppliers may not be happy with them if they see that you’re doing some
them if they see that you’re doing some
them if they see that you’re doing some work on a small scale with them and
work on a small scale with them and
work on a small scale with them and they’re really liking it then they’re
they’re really liking it then they’re
they’re really liking it then they’re gonna want to hire you back get more
gonna want to hire you back get more
gonna want to hire you back get more projects continue increasing the budgets
projects continue increasing the budgets
projects continue increasing the budgets and do my work view so it’s an
and do my work view so it’s an
and do my work view so it’s an investment in a relationship you may do
investment in a relationship you may do
investment in a relationship you may do the first one even not at a huge profit
the first one even not at a huge profit
the first one even not at a huge profit just to kind of get in there show them
just to kind of get in there show them
just to kind of get in there show them the kind of work that you can do but
the kind of work that you can do but
the kind of work that you can do but figure out from those three what could
figure out from those three what could
figure out from those three what could be your thin wedge in to the market and
be your thin wedge in to the market and
be your thin wedge in to the market and once you start working with them then
once you start working with them then
once you start working with them then it’s easier to kind of get more and more
it’s easier to kind of get more and more
it’s easier to kind of get more and more work from them the last thing I would do
work from them the last thing I would do
work from them the last thing I would do is try to partner up so see who else is
is try to partner up so see who else is
is try to partner up so see who else is selling to your current market and how
selling to your current market and how
selling to your current market and how can you work with them so look at people
can you work with them so look at people
can you work with them so look at people who have related businesses they’re
who have related businesses they’re
who have related businesses they’re targeting you’re seeing customer base
targeting you’re seeing customer base
targeting you’re seeing customer base they already have an established base of
they already have an established base of
they already have an established base of those customers that you can find some
those customers that you can find some
those customers that you can find some way to be able to work with them if it’s
way to be able to work with them if it’s
way to be able to work with them if it’s a referral program or they’re taking a
a referral program or they’re taking a
a referral program or they’re taking a commission or whatever it is fine guys
commission or whatever it is fine guys
commission or whatever it is fine guys are already selling to your target
are already selling to your target
are already selling to your target market and find ways to partner up with
market and find ways to partner up with
market and find ways to partner up with them to be able to have them introduce
them to be able to have them introduce
them to be able to have them introduce you to the customers and then you can
you to the customers and then you can
you to the customers and then you can use your thin wedge into the market
use your thin wedge into the market
use your thin wedge into the market strategy to help continue that
strategy to help continue that
strategy to help continue that relationship physical form so good luck
relationship physical form so good luck
relationship physical form so good luck I hope that helps remember to talk your
I hope that helps remember to talk your
I hope that helps remember to talk your current customers your biggest ones try
current customers your biggest ones try
current customers your biggest ones try to do more work with them and understand
to do more work with them and understand
to do more work with them and understand their pain points to look at your
their pain points to look at your
their pain points to look at your services see what can be the easiest way
services see what can be the easiest way
services see what can be the easiest way in small project low risk just to get
in small project low risk just to get
in small project low risk just to get them working with you and then they see
them working with you and then they see
them working with you and then they see their value late you bring they’re going
their value late you bring they’re going
their value late you bring they’re going to do more with you and three partner up
to do more with you and three partner up
to do more with you and three partner up fine guys are already selling through
fine guys are already selling through
fine guys are already selling through target market and see this ways you can
target market and see this ways you can
target market and see this ways you can work together so I hope that helps
work together so I hope that helps
work together so I hope that helps transferred if you guys liked the video
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makes me want to do more of these videos so thank you and I’d love to hear we
so thank you and I’d love to hear we
so thank you and I’d love to hear we have to think if you want to leave a
have to think if you want to leave a
have to think if you want to leave a comment underneath the video if you
comment underneath the video if you
comment underneath the video if you liked the video or not or if you have
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liked the video or not or if you have other suggestions to trust
other suggestions to trust
other suggestions to trust are the things that I work for your
are the things that I work for your
are the things that I work for your company I’d love to hear it so please
company I’d love to hear it so please
company I’d love to hear it so please leave a comment below and we’ll see you
leave a comment below and we’ll see you
leave a comment below and we’ll see you on the next episode
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