Kim Chernecki is a sales coach, trainer, and the Founder of Freedom Street Inc., a training and coaching company that helps small business owners land lucrative corporate contracts. For over 25 years, her company has helped countless entrepreneurs grow their businesses and land corporate clients. She has worked with many well-known brands and businesses throughout Corporate Canada and North America including BMO and Manulife Financial. Additionally, she is the creator of the Land Corporate Clients Fast Track program as well as the Founder of the Trailblazers forum.
Kim joins me today to explain why many small business owners and entrepreneurs often avoid reaching out to corporate clients. She explains how to prepare to do business with big corporate entities, the importance of clarifying and articulating your unique value proposition, and the difference between a discovery meeting and a pitch. She also shares some of the biggest mistakes she sees many entrepreneurs make when engaging with corporate clients as well as tips on how to avoid them.
“If you are professional and you have a system and an approach in place that adds value, and you think of it as being their trusted advisor, people will want you to call them because they have needs.” – Kim Chernecki
Today on the Fierce Feminine Leadership Podcast:
- The biggest turning point in her professional career that led to the development of her company.
- Lessons she has learned throughout her entrepreneurial career.
- Why she is passionate about helping entrepreneurs land corporate clients.
- Why she believes many small business owners fail to pursue corporate clients.
- Overcoming fears of connecting with corporate clients.
- Mistakes many entrepreneurs make when approaching corporate clients.
- The importance of clarifying and articulating your value proposition.
- The importance of focusing on the quality of your communications with corporate entities.
- The difference between a “discovery meeting” and a pitch.
- Identifying the proper time to develop a proposal.
- What are discussion documents and how they can help add value to your conversations with corporate clients?
- The importance of quoting project prices instead of hourly rates in your proposals.
- The difference between speaking with decision-makers vs. gatekeepers.
- How to get past corporate gatekeepers.
- Tips for creating a strong proposal.
- Insanely Simple: The Obsession That Drives Apple’s Success book by Ken Segall
- Episode 243: How to Network with Power Players with Katie Burke of HubSpot
Kim Chernecki’s Top 3 Success Tips for Female Entrepreneurs:
- Work within your sweet spot.
- Be persistent.
- Find a coach who has been where you want to go.
Fierce Leadership Quotes:
- “Have quality communications rather than quantity.” – Kim Chernecki
- “The bottom line is, you don’t want to give proposals to gatekeepers. You need to be in front of the people who are the stakeholders.” – Kim Chernecki
- “You need to get creative in order to get referred.” – Kim Chernecki
Connect with Kim Chernecki:
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