A powerful session by some seriously smart people focussing on adding value to the klt hotseat 

• How do you punch above your weight? 
• When you try and pitch for a tender to a larger company – is it important to make your business bigger than it is!  
• What can you do to become a preferred supplier to a “whale”? 

Here are 9 things that were identified in today’s klt hotseat 

1. Be clear on your Unique Selling Proposition 

Make a list of all the things that 

1. Why a company would not buy from you 
2. What a company is looking for when buying your product or service 
3. What are their pain points 

Ask leading questions …

• “Tell me about the Time when things didn’t work “
• “How do you find that out …..
• “What keeps you up at night “

Do your research 

• Find out who the decision maker is 
• Do your research on him/ her 
• What keeps them up at night
• What you can do to solve their pain
• What is their personality profile 
• Empathise

Invite them to a bbg forum 

Build a relationship  

Nothing better than face to face 

Once you find out the 3 questions, 

Find answers to the questions and fears and this will tease out your Unique Selling Proposition

2.  Collaborate 

Can you collaborate with other smaller businesses or “giggers” and disrupt the big players? 

Social media and websites – can you get address and tel # in strategic places 

3. Be socially responsible 

Align with social enterprise (especially if decision maker is millennial or gen y or z! )

Identify who you ideal customer /customers are – create avatars / Personas of them 

4. Can you Guarantee delivery 

5. Find out what the market wants and deliver it .. 

Daniel’s Example 

Beauty industry – perfumes – high prices, fancy bottles, scientific -men testing in white jackets – pretty

Customers wanted all natural and 

body shop and similar companies took market share 

6. Use your BBG members and Advocates 

They will sell for you. Your best advocates are your happy clients and stakeholders. A recommendation from someone that your prospect knows is often enough! 

Meet with BBG members – they are connected – they will refer you to decision makers – ASK 

7. Understand your funnel 

8. The 3rd Quotient IQ EQ and LQ  – Likeability Quotient 

9. TESTiMONIALS 

Provide case studies and TESTAMONIALS – to build trust and credibility 

10. Provide a WoW service 

Provide a brilliant service , on time and wow your ciustomers