“Bag the Elephant” is a book written by Steve Kaplan that was first published in 2005. The book focuses on strategies for winning large, high-profile clients in business, which are referred to as “elephants” in the book. The author draws on his experience as a sales consultant and trainer to provide advice and practical tips for identifying, pursuing, and winning major accounts.
Think Big
To land big clients, you need to think big. This means setting ambitious goals and approaching potential clients with confidence and a willingness to take risks.
Be Differentiated
Big clients want to work with companies that are different and stand out from the crowd. Find ways to differentiate yourself from your competition and communicate those differences to the client.
Focus on the Long Game
Winning big clients is a long-term game. It requires patience, persistence, and a willingness to invest in building relationships over time.
Measure Your Success
Finally, it’s important to measure your success in winning big clients. Track your progress, set goals, and continually evaluate your strategies and tactics to improve your results over time.
Be Persistent
Winning big clients takes persistence. It often requires multiple touchpoints and follow-up efforts to get your foot in the door.
Do Your Homework
Research is essential to understanding your target clients and their needs. Do your homework on their industry, competition, and current challenges.
Sell Solutions, Not Products
To win big clients, you need to sell solutions, not just products or services. This means understanding the client’s needs and offering customized solutions that meet those needs.
Leverage Your Network
Your network can be a valuable source of leads and referrals for big clients. Make sure you are tapping into your network and leveraging those relationships to win new business.
Build Relationships
Building strong relationships is key to winning big clients. This means networking, building rapport, and showing genuine interest in the client’s business.
Focus on Value
Big clients are looking for value, not just a low price. Focus on the unique value proposition you can offer and communicate it clearly to the client.
