13 episodes

There has never been a better time to sell high quality services to corporate organisations. In a time when the corporate world are spending over a trillion dollars per year on external vendors and suppliers, I want to show you how you can be creating, selling and delivering high ticket, high transformation offers to corporate organisations. So if you're a service based small business owner who is ready to learn the power of consultative selling to corporates, now is the time to hit that subscribe button and learn how you can increase your profits!

Selling To Corporate Jessica Lorimer

    • Entrepreneurship

There has never been a better time to sell high quality services to corporate organisations. In a time when the corporate world are spending over a trillion dollars per year on external vendors and suppliers, I want to show you how you can be creating, selling and delivering high ticket, high transformation offers to corporate organisations. So if you're a service based small business owner who is ready to learn the power of consultative selling to corporates, now is the time to hit that subscribe button and learn how you can increase your profits!

    STC013 What to do when you get ghosted

    STC013 What to do when you get ghosted

    Have you ever been ghosted by an organisation you’ve been speaking to? You’ve had some great conversations. You created your proposal and sent it off and then - nothing, nada.
    You’ve followed up a few times and heard nothing and you don’t know if you’re flogging a dead horse or maybe they went with someone else?  
    If that sounds familiar and you want to know how to figure out what to do next (and why you might have been ghosted) then take a listen to this Selling to Corporate podcast episode where I explain exactly how to handle being ghosted by a corporate organisation and the steps you need to take.
    Listen and find out how to follow up with a corporate organisation when you haven’t heard back from them. Discover what the right approach (and the wrong approach) look like.
    I share my insights as to what might have actually happened and I give you techniques for reengaging with a corporate without being pushy or annoying. 
    Plus I explain how to move forward positively and NOT take it personally.
    As ever I love getting your feedback so If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
     
    Podcast show notes
    About this podcast episode (04:53)
    Why ghosting can happen in the the corporate space (6:44)
    How to follow up the right way if you think you’ve been ghosted (7:32)
    Reasons that ghosting can happen with corporates (11:57)
    How to follow up and regenerate a relationship if you’ve been ghosted (13:54)
    Why it’s vital to get your client reengagement strategy right (and what not to do) (15:22)
    Positive ways to follow up and reengage with corporates (18:08)
    How to stay in touch with a corporate by using broadcast content (20:11)
    Why you need to stay positive and resilient (22:15)
    What to focus on when you think you’ve been ghosted (24:15)
     
    Resources
    Email me about my Converting Corporates private group intensive;  7 & 8 May (time limited)
     
    STC04 the art of follow ups
    https://selltocorporates.com/stc004-the-art-of-follow-ups/
     
    STC05 Leveraging Relationships https://selltocorporates.com/stc005-leveraging-relationships/
     
    STC10 Set the best foundations to sell to corporates https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/
     
    STC 11 Offer types that give the best client experience and add profit https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Email Jess
    Jessica@JessicaLorimer.com  
     
    The C Suite
    http://bit.ly/The_C_Suite
     
    Selling To Corporate
    https://selltocorporates.com/
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/ 
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/ 
     
    More Jess!
    Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/ 
    LinkedIn http://www.linkedin.com/in/jesslorimer  
    Instagram https://www.instagram.com/jess_lorimer/

    • 26 min
    STC012 Make content creation simple and successful

    STC012 Make content creation simple and successful

    Wondering what types of business development content you need to be putting out there to help you attract more corporate clients? Or maybe selling to corporates is next on your list? 
    If you want to create content that attracts corporate organisations then you need to know the right type of content to create. In this podcast episode of the Selling to Corporate podcast I give you the low down on the ONLY two types of corporate business development content that you need to create if you want to attract corporate clients.
    I explain how to create proactive content and broadcast content and the differences between the two types of content. And how you can use them to start conversations and build connections with corporate organisations.
    I share my insights into why I think proactive content is great for introverts - especially if you can’t stand the small talk and hate building shallow connections. Plus how proactive content builds deeper connections  - faster! 
    I give examples of types of proactive content and broadcast content you can create. And how broadcast content can get people into your inbox taking action.
    I explain why you must make sure your call to actions are direct to get people into your inbox. Plus how to create a really strong social media post that makes people sit up and take action.
    So if you want to make content creation simple and successful hit that link and take a listen. If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
     
    Podcast shownotes
    About this episode and the types of business development content you need to create (4:42)
    The two types of corporate business development content that you need to create (06:10)
    The difference between proactive content and broadcast content (07:37)
    Why proactive content is great for introverts (9:17)
    What is proactive content and why it’s great if you want fast results (09:27)
    How you can use proactive content to build relationships and start conversations(12:47)
    Different types of proactive content that continue the conversation(14:17)
    What is broadcast content and how you can use it to start a conversation (15:35)
    Why broadcast content is less emotional and suits both introverts and extroverts (16:58)
    Types of broadcast content you can create (18:02)
    Why it’s really important to get your call to action at the end of your social media post right (18:45)
    Examples of strong calls to action you can write on your posts (19:46)
    How to create a really great social media post that grabs attention (20:43)
    Why you need to schedule time to follow up the conversations you start on social media (22:22) 



    Resources
    Email me about my Converting Corporates private group intensive;  7 & 8 May (time-limited)
     
    STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002
    STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships
    STC10 Set the best foundations to sell to corporates
    http://sellingtocorporates.libsyn.com/website/stc010-set-the-best-foundations-to-sell-to-corporates
    STC 11 Offer types that give the best client experience and add profit http://sellingtocorporates.libsyn.com/website/stc011-offer-types-that-give-the-best-client-experience-and-add-profit
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
    Email Jess
    Jessica@JessicaLorimer.com  
    The C Suite
    http://bit.ly/The_C_Suite
    Smart Leaders Sell
    https://smartleaderssell.com/ 
    Products and Courses
    https://smartleaderssell.com/products-and-courses/ 
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/ 
     
    More Jess!
    Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 
    LinkedIn www.linkedin.com/in/jesslorimer  
    Instagram http

    • 23 min
    STC011 Offer types that give the best client experience - and add profit

    STC011 Offer types that give the best client experience - and add profit

    Thinking of selling to corporate or adding a corporate revenue stream to your business but you’re not sure about going back to corporate and you definitely don't want to be treated like a full-time employee or contractor? Or worse end up feeling like a sell-out?
     
    Then listen to this episode of the Selling to Corporate podcast where I bust some very commonly held myths about selling to corporate including the one about the ‘laptop lifestyle’. And why if you do sell to corporate you’re much more likely to be creating the lifestyle-focused business that you crave and thought you’d have when you set up your online business.
     
    I share three of the most common offers sold to corporates from my client base, and how to actually create offers that don’t cost you tons of time and money. I will tell you exactly how to make it work for you and what you need to consider when putting your offer together.
     
    Plus how you can be far more profitable selling to corporate than any of the people that are successful in the online space AND have a better work-life balance with time off at the weekends.
     
    I also explain why you must do your business development first before making an offer and why you have to sell corporates what they want (and not what YOU think they want).
     
    It’s always great to get feedback so please take a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.
    https://smartleaderssell.com/how-to-add-an-podcast-review/



    Podcast shownotes
     
    About this podcast (4:34)
    Common myths about working for corporates and how to make it work for you (6:23)
    Why a corporate revenue stream will give you the lifestyle business you want (11:41)
    What you need to take into account before creating an offer to a corporate (15:09)
    How to consider your needs and priorities before creating an offer (18:30)
    Why you shouldn’t work for clients that you get a bad feeling about (20:21)
    Offer type 1 selling corporates topic based ‘lunch and learn’ workshops (23:16)
    Offer type 2 benefits of keynote speaking at a corporate event  (26:54)
    Why you shouldn’t just wing it as a keynote speaker if you’ve never done it (31:06)
    Offer type 3 How to sell online licensed training  to a corporate (31:44)
    Why you should get advice before selling online licensed training (36:20)
    How to deliver the three types of offer in person or virtually (38:01)
    Why a corporate won’t buy what you’re offering if it doesn’t solve their problem (40:03)
     
    Resources

    STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002
    STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships
    STC10 Set the best foundations to sell to corporates
    http://sellingtocorporates.libsyn.com/website/stc010-set-the-best-foundations-to-sell-to-corporates
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Email Jess
    Jess@JessicaLorimer.com 
     
    The C Suite
    http://bit.ly/The_C_Suite
     
    Smart Leaders Sell
    https://smartleaderssell.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/ 
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/ 
     
    More Jess!
    Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 
    LinkedIn www.linkedin.com/in/jesslorimer  
    Instagram https://www.instagram.com/jess_lorimer/ 

    • 25 min
    STC010 Set the best foundations to sell to corporates

    STC010 Set the best foundations to sell to corporates

    Thinking about your business development? This is a great time of year to set the foundations for business success for the year. In this podcast I’ll take you through the key foundational steps that you need to get started if you want to work with corporates. I’ll explain how to sign your first corporate clients and what you need to consider.   
    Even if you've already been successfully selling to corporate organisations - you’ll find this episode helpful as I’ll explain the key skills you need to maximise this year to enable you to sell as much as possible and make your life easier.
    Plus why February is the perfect time of the year to be pitching yourself to corporates.
    If you’ve never sold to corporates or worked for one and hate the thought of being ‘owned’ by one again and can’t think of anything you’d like least like to do than go back and work for a corporate!  I’ll tell you why you might want to rethink that. 
    I’ll reveal how to reach corporates (and why it’s not through posting randomly on LinkedIn) and why you NEED to be on the phone having constructive consultative sales calls with a corporate and understand their problem BEFORE you pitch to them.
    I’ll walk you through the exact way to approach selling to corporates and explain why having a niche is vital when you sell to corporates and I’ll share the secret of how to make the proposal a tick box exercise (if you’ve got all your other ducks in a row).
    I’ll also explain how you can make more money and keep selling if you can rinse and repeat and why you should always be thinking, ‘How can I do this better?’
    So if you’d like to generate better leads, and spend less time on other stuff in your business (like posting constantly on social media) and get new contracts signed - that are going to make you more money then this podcast is for you. 
    As always I love hearing your feedback on the podcast and if you’d like to leave a review I’ll try and give you a shout out on my upcoming podcast episodes.



    About this podcast episode (5:26)
    Why you might not want to sell to corporates (but why you should) (6:25)
    Why it’s easier selling to corporates if you’ve got the right foundations in place (8:11)
    Why you need to pick a niche and become a specialist to sell to a corporate (9:41)
    Why you shouldn’t be afraid to say no if its not the right industry for you (11:25)
    How to identify target companies and stakeholders that are relevant to you (12:40)
    Why you should find out what a corporate needs from you with a consultative sales call before you pitch (15:43)
    How to connect with stakeholders and create lead generation (19:27)
    Why consultative sales calls will connect you with corporates rather than just posting stuff on LinkedIn  (21:08)
    Why you should never recycle an old business proposal and always think ‘how can I do this better’ (23:30)
    Why the proposal is generally a tick box exercise if you’ve got everything else in place (27:10)
    Why you can’t just sell like a pro and must deliver results and develop the relationship (29:19)
    Why selling to corporates is less time intensive than B2C and its easier to rinse and repeat (31:15)
    How to work with me and book a complimentary call (33:06)
     
    Resources
    Mindset Coach and Consultant Heather Gray https://heathergrayconsulting.com/
    Episode 1 Business Development http://sellingtocorporates.libsyn.com/website/stc001-business-development
    Episode 2 Generating Corporate Leads http://sellingtocorporates.libsyn.com/website/stc002 
    Episode 9 Is there a money making corporate niche http://sellingtocorporates.libsyn.com/website/stc009-is-there-a-money-making-corporate-niche
    Top 5 Business Development Questions
    http://bit.ly/Top5BusinessDevelopmentQuestions
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Sessi

    • 33 min
    STC009 Is there a money-making, corporate niche?

    STC009 Is there a money-making, corporate niche?

    Ever wondered what niche will make you the most money if you sell to corporates? Or maybe you’re struggling to know how to niche? In this episode of the Selling to Corporates podcast, I answer a question I’m always being asked ‘Is there a specific corporate niche that will make money?
    I break down the steps you need to take when deciding on how to choose your niche if you’re selling to corporates - why you should niche and why corporates love specialists as they really want someone that understands their specific industry.
    I also explain why you shouldn’t overthink your niche and worry about choosing the wrong niche as it doesn’t have to be a forever niche.
    Plus why you should definitely choose a niche in an industry that you genuinely know and like and why you shouldn’t rely on just one type of industry to make you money.
    If you’d love to understand how to figure out your business niche and why niching your business if you sell to corporates will make you more money rather than trying to appeal to everyone, then it’s essential listening. 
     
    It’s always great to get feedback so please take a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.
     
    Podcast shownotes
     
    About my Facebook group - Selling to Corporates (3:22)
    Why should you actually niche your business? (5:23) 
    Why corporates love specialists and people who have a niche (7:42)
    How to choose a niche for your business by looking at the industry and discipline (9:46)

    Why it’s easier to get clients when you have an industry and discipline niche 10:29)
    Why corporates love people with industry-specific knowledge (13:44)
    Why you shouldn’t worry about choosing the wrong niche for your business (15:00)
    Why you should choose a niche that you like or are interested in (17:18)
    How to go about getting business in your niche and leveraging your contacts (17:24)
    Why you should choose a niche in an industry that you genuinely know or like (19:20)
    What questions you should ask yourself when choosing your niche (22:05)
    Why there are no guarantees on what niche will make the most money (22:53)
    Why you should dominate your market and own your industry (25:09) 
    How to work with me and book a complimentary call (27:09)
     
     
    Resources

    Emma Waltham - Careers after Maternity
    STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships
    STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002
     
    Top 5 Business Development Questions
    http://bit.ly/Top5BusinessDevelopmentQuestions
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Email Jess
    Jess@JessicaLorimer.com 
     
    The C Suite
    https://smartleaderssell.com/thecsuite/ 
     
    Smart Leaders Sell
    https://smartleaderssell.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/ 
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/ 
     
    More Jess!
    Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 
    LinkedIn www.linkedin.com/in/jesslorimer  
    Instagram https://www.instagram.com/jess_lorimer/

    • 28 min
    STC008 Create your best business model for 2020

    STC008 Create your best business model for 2020

    Welcome to the first Corporate podcast of 2020!
     
    In this episode I’m talking about different types of business models, what kind will suit you, what you need to consider when choosing one and how profitable they will be for you without you having to work every single hour of the day.
     
    So to make the very best decision on business models we are discussing:




    Master one area and diversify over time in order to make your business work Licensing software and subscriptions: software/ lead     generation services Warby-Parker model (being the middleman) - usually something that consultants do when recommending a consultancy firm/ outsourced solution Work out how you like to work, don’t recreate the 9-5 hours, find out when you are more productive and work around those hours Bespoke services  
     
    Quotes:
     
    “ Bespoke services to me is about people who are entrepreneurs and solopreneurs selling services that are designed to help the client get the best result they can with the time and budget that they have.“



    Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Top 5 Business Development Questions
    https://smartleaderssell.com/top-5-business-development-questions/
     
    Email Jess
    Jess@JessicaLorimer.com
     
    The C Suite
    https://smartleaderssell.com/thecsuite/
     
    Smart Leaders Sell
    https://smartleaderssell.com/
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/
    Selling To Corporate FB Group
    https://www.facebook.com/groups/sellingtocorporate/


    More Jess!
    www.facebook.com/JessicaLorimerSuccessCoach/
    linkedin.com/in/jesslorimer
    https://www.instagram.com/jess_lorimer/
     
    Content Disclaimer
    The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
    Disclaimer: Some of these links are for products and services offered by the podcast creator.

    • 33 min

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