We’d all love to sell the big enchilada. The big project that brings in the big bucks.
But put yourself in your prospect’s shoes. They’re likely thinking, “This is a big decision. Will it work? Can I trust you to deliver. What if it fails? What would happen to both the business and me personally?”
Often, it’s easier to start small. Get a foot in the door. Something that’s easy to say yes to.
Prove your solution works, minimize risk, and make the next step obvious. This isn’t about playing small. It’s about being strategic. Once they see the value, scaling up becomes the logical next move.
I do this in my own business. Starting with a short project to determine what our client’s clients really value about them, what they could improve and how to better articulate their value.
Starting small is not a big risk on either side. We get to know each other and if it makes sense to work together longer term.
A win-win.
