Now that you know how to respond when prospects think your company is too small to do business with, what if they hit you with the opposite objection? That is, what if they now say that your company is too big? What do you do then?
Well, the answer, again, is to turn the perceived disadvantage into an actual advantage. Here’s what you can say to do exactly that:
“Mark, you’re right. We are a big company. As a matter of fact, we’re the leader in our industry.”
“And there’s a very good reason why we are. You see, we became big because we give the most value, the highest quality, and because we actually care about each individual customer.”
“In other words, we’re the leader in our field because we’ve earned it by providing superior service. And, we have no intention of giving up our top position.”
“In fact, as a large company, we have a wealth of resources and the support staff to serve you in a way that a small company simply cannot. On the other hand, even though we’re a big company, we still operate with a small-company mentality.”
“To put it another way, we still take pride in being light on our feet in order to respond quickly to our customers’ changing needs. So yes, we are number one, and we’ll stay on top because we continue to develop professional expertise to help our customers get the results they want.”
