Part 2 – Not niching from all three angles

I told you in my latest post that there is another aspect of how to niche when you want to work with corporates and that is this; inside of corporates you don’t just have ONE person who has a particular challenge that you could help with, but several others – and they all have challenges on different levels.

I have written elsewhere about why you should contact more than one person when approaching corporates (comment if you want to be tagged).

The first level – Operational

But in a nutshell, it’s that you have one type of person who has an immediate problem with parts of their team (the operational level). That means they cannot achieve their goals, e.g. they cannot get a project completed or a new product to market or achieve sales targets because their team are burnt-out.

The second level – Ripple Effects

You then have a second level of people who experience a ripple effect of this challenge above; these people cannot achieve their strategic goal (e.g. breaking into a new market, delighting shareholders, etc) due to the challenge, but they are still slightly removed from the immediate issue.

The third level – Support Functions

Then there is the third level that relates to the support functions. Often, that is HR (but it can also be others, like marketing, customer service etc).

They again have the challenge that people in operations have and are burnt out, but their angle of concern is about absenteeism and resignations.

To be successful in selling to corporates, it is vital to understand your niche from all of those angles because that is the only way to really target your communication to their needs.

What I can offer you

Identifying these types of people is a bit of an art (they don’t state these things on their LinkedIn profiles) and that’s one of the things that I help you with in my 1:1 mentorship programs.

As an example: if you are new to working with corporates, following my approach you should be able to generate 2-3 conversations with prospects per week, typically starting in email/LinkedIn messenger, then moving to discovery calls and close 1-2 new clients per month @$5k-$15k while delivering repeat work at $8k-$25k+.

If you are already working with large business clients, I can help you build the structures and processes that lift your income by 50-200% depending on your starting position

I approach all my 1:1 work the same way as my corporate consulting programs, so I customize them to your needs.

Timeframes can range from single-day VIP Strategy Sessions to varying intensity 3, 6, or 12-month programs, starting at £3k/month. If you’re interested, the next step is to DM me and we’ll have a chat to see if it’s a good match for your business.

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Miriam Gilbert, founder of Impactfulness Lab, smiling

About Me

With more than 20years experience as a corporate decision-maker and CFO, 8+years running my own 6-figure consultancy I KNOW exactly what goes on in corporate mindsets – and how to sneak into their brain, charm their mind and get them to throw their budget at you.

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