Winning a High Ticket Contract by Aiming for the Top: Case Study (Solo)

Welcome to another solo episode of the Dear Black CEO podcast with your host, Karl Sona!

Any owner dreams of landing that high ticket contract that leads to massive revenue, partnerships, and opportunities. The problem is all too often we cut ourselves at the knees by avoiding the top of the organization and starting from the bottom, or the “safe” position. I want to tell you right now, if you know that you are providing value and hitting major pain points, then you are doing yourself a huge disservice by not starting at the top. In this episode, I’m going to unpack a real story of someone I met who went for the top-down approach and landed his target with a finesse I just can’t keep to myself!

Dive in and check out these strategies from a real MBE that aimed high and won a life-altering contract with a major retailer.

[00:01 – 04:07] Opening Segment

• I talk about my passion for this podcast and my vision for change
• • Thank you for taking the time to listen in 
• I introduce the topic for today’s episode
• • A look at a success story towards winning a big contract
  • Story from a real MBE 

[04:08 – 11:16] Winning a High Ticket Contract by Aiming for the Top: Case Study

• A bit more about this company
• • Incredible business model 
  • Understanding stakeholder’s pain points
  • Utilizing LinkedIn 
  • Starting at the top of the organization
• How this company began reaching out
• • Getting in contact with the VP of Supply Chain
• Lessons to be learned from his strategy
• • 1. He started at the top
  • • And dealing with a closed-door
  • 2. Make sure to come prepared with value 
  • • Beat the BS Meter
    • Cut through the noise 

If you are a black business owner looking to grow your revenue, listen up. There is a major revenue-generating opportunity for you, and The Kas company is here to help you secure the bag. The Kas Company is a black-owned alliance agency specializing in finding and brokering partnerships between black-owned companies and big brands looking to diversify their supply chains.

• See the link below to book your free consultation today

[11:17 – 20:46] Get to the Top and Lead with Value

• Breaking through to the top 
• • Get to the visionary of the organization 
  • Do your homework and know the pain points 
  • “I’m not selling you anything, I’m making you more money” 
  • Top-down referral 
• Recapping the success strategy 
• • Start at the top
  • Understand the 5 love languages 
  • Break down the risk vs. the ROI 
  • Understand what the C-Suite cares about
  • • Speak their language
  • Ask if they are the right person to bring the request to
  • • Craft your message
• Lead with value rather than certification
• Final words

Tweetable Quotes:

“We do ourselves a disservice by not starting at the top of the organization.” – Karl Sona

“He never once mentioned he was a minority-owned business… He, rather than leading with, ‘Hey, I’m certified,’ led with, ‘Here’s the value I can offer to you.’” – Karl Sona

Resources Mentioned: 

• The 5 Love Languages

Let’s connect! Find me on LinkedIn, Instagram or check out my website http://karlsona.com/. And The Kas Company to find out more about my coaching program. Feel free to reach out to me at karl@dearblakceo.com with any questions. 

You don’t have to be anyone other than who you are to be a world-class CEO!