Land and expand close
Written by Jamie May
Also tip of the spear sales, pace car sales, initial engagement.
This is a good technique for a difficult client to crack. Particularly if there is no prior history with them.
The idea is to land into the account with a small piece of business development and then leverage good delivery, overwhelming value and account management to get further into the company and farm more sales.
Essentially you prove the quality of your work then expand your scope to sell more services or products. The trick is coming up with an initial offering that people will bite on.
Using getting-to-know-you prices is one of the few times I’d recommend lowering your price. It basically is cost of sale that lets you do a drawn-out product demonstration.
You shouldn’t need to close the ongoing work, it should be implicit.
