Don't Go Whale Hunting for Your First Prospect

Jake Claver

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00:00When you're first starting out in sales or business, why shouldn't you go after the whale?

00:04Well, I made this mistake early on when I was in sales. People only get one first impression of you,

00:08and you want to make sure that you're seasoned, you understand what you're selling, your product

00:11or service, and you're able to back it up. And when they ask you tough questions, you're able

00:14to answer them and counter. Explain why you are better than whoever else, and develop a relationship

00:19and rapport with that larger client. Business is often relational, and so if you go in trying to

00:23close somebody hard on the first sale, often not going to work out. Because of that, you need to

00:27make sure you have a track record. You need to go after all the little guys first. Have

00:30conversations, spale, mess up. Not on the large accounts, so that way, when it comes time for

00:34the big accounts, you're prepared.

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