How Do You Sell to a Company?

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When it comes to selling, there are many ways to approach it – especially when you’re selling to another business. Selling to another business can differ from selling to an individual consumer. Businesses are typically more risk-averse than consumers, so it’s important to tailor your sales approach accordingly. So how do you go about it? Well, let’s take a closer look at each step.

Understand the Buyer's Needs

Your small business has a product or service that could be a great fit for another company, but you’re unsure how to start the sales process. How do you go about pitching your business to a larger company? 

The first step when selling from one business to another is to take the time to understand what the prospective buyers need. It is essential to have a solid understanding of the company’s business model. What are their specific goals? What challenges are they facing? What products or services would best help them meet their objectives? What are their budget constraints? Once you understand their needs well, you can tailor your sales pitch to better match what they are looking for.

Research the Company

Next, it’s important to research and ensure that the company you’re interested in is a good fit for your product or service. Find out as much as possible about the company, its needs, and its pain points. How can your business help them solve problems or improve their bottom line? The more you know about them, the better equipped you will be to sell them your product or service. 

The internet is a great resource for this. Still, you can also try reaching out to mutual connections or even going so far as to conduct a telephone or in-person interview with a representative from the company. 

The more you know about a company, the easier it will be to pitch to them in a way that resonates. Try to find out as much as you can about a company before reaching out, and you’ll be in a much stronger position to make a sale. Once you understand what they are looking for, you can move on to the next step.

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Develop a Unique Solution

When selling to a company, it’s important to remember that businesses always look for solutions to improve their bottom line. Consider what value you can offer the company. Do you have any unique intellectual property or patented technology they might be interested in? Can you provide them with a cost-effective solution that meets their needs? 

To be successful, you’ll need to develop a unique solution that meets the specific needs of your target buyers. This solution should be able to address the problem in a way that is more effective than what the other business is currently doing. 

Take the time to understand their business and what they’re trying to achieve, then craft a custom solution to help them reach their goals. By taking this approach, you’ll be able to differentiate yourself from the competition and win the sale.

Find the Right Contact Person

Finding the right contact person is important if you’re selling to a company. The management team is usually the best place to start. Most companies have a hierarchical structure, so you’ll need to identify the decision-makers to make a sale. 

They also have a directory on their website that lists all the management team members. If not, you can always call them and ask for the best person to speak to about your product or service. To find the right contact person, look for job titles such as Procurement Officer, Supply Chain Manager, or Purchasing Manager. You can also search for these titles on LinkedIn.

Once you’ve found the right contact person, you can start building a relationship and working towards a sale. You should be able to set up a meeting to discuss your product or service in more detail. Be sure to explain how your product or service can benefit their company. 

By taking the time to find the right contact person, you’ll improve your chances of selling to a business successfully. Remember that building trust within a company can take time, so be patient and stay focused on your goal. If you can successfully sell to a company, it can be a great way to grow your business.

Make an Impressive Pitch

When selling to a company, it is important to make an impressive pitch. That means having a sales process tailored to prospective buyers’ needs. It is also important to clearly understand the company’s intellectual property. 

That will ensure that the company can sell the product or service in a way that complies with the law. Finally, it is important to be able to answer any questions that the company may have about the product or service. That will show that you are knowledgeable about the product and confident in your ability to sell it.

For example, if you want to sell software to a company that sells physical products, you’ll need to explain to the buyers how your software can help them streamline their operations and improve their bottom line. 

On the other hand, if you’re selling physical goods to a company that provides services, you’ll need to focus on how your product can help them provide a better service to their customers. In either case, it’s important to articulate how your product or service can benefit the company. By following these tips, you can make a strong impression on potential buyers and increase your chances of making a sale.

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Be Prepared to Negotiate

Small businesses face unique challenges when selling products or services to a company. For one, large companies typically have more buying power and can therefore drive harder bargains. In addition, they often have strict procurement processes that can be difficult for them to navigate. 

Nevertheless, they can do a few things to increase their chances of success when selling to a company. First and foremost, it’s important to be prepared to negotiate. While large companies may have more leverage, small businesses can often compensate for this by being more flexible and responsive to the buyer’s needs. 

It’s also important to clearly understand the company’s procurement process and what specific requirements must be met for your product or service to be considered. Of course, you also must be careful not to low-ball your prices too much, or the company won’t take you seriously. Do your research and try to find a fair price with which you and the company can be happy. By taking the time to do your homework, you’ll improve your chances of successfully selling to a company.


When selling to a company, it is important to remember that you are not just selling a product or service – you are selling to a team of people with specific needs and goals. As such, the best way to sell to a company is to tailor your pitch to the specific client you are trying to reach. 

That means researching, understanding the client’s business, and clearly understanding what they are looking for. It also means being prepared to answer any questions they may have and being able to stand out from the competition. If you can do all these things, you’ll be in a much better position to sell to a company successfully.

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