Sales Prospecting Perspectives

Single And Looking For Leads

  

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I don’t know about you, but nothing gives me a greater sense of satisfaction than when I introduce two people and come to find out it has blossomed into a beautiful relationship. Yes friends, I am referring to my favorite sport, match making. The skill set I have developed throughout my years as a match maker, (I started young) have helped me immensely in the world of teleprospecting. Just as I can help two strangers find love, I can also help a prospect find the software that is a perfect fit for them and their organizations needs. When it comes to matchmaking in teleprospect, most times these individuals don’t even know that this oh-so-perfect solution is out there for them. What they need is a friendly shove from yours truly to point them in the right direction! If they aren’t looking to have any new relationships with software companies right now, I rely on my four trusty matchmaking tips below to let them know, they SHOULD be.

Talk it up:

When my matchmaking attempts are being resisted, I highlight some positive attributes of the software I am trying to match them with. With this tactic it is important to make sure it is something that will appeal to the other person. I might highlight how affordable the software is if I know the company is on a tight budget. Or I may showcase how helpful our training program is if the prospect has expressed that they don’t want to deal with learning how to use a new product.

Fill the gaps:  

When matchmaking, I like to bring to their attention that by going on this date or purchasing this software, they will be filling an existing gap in their life. When it works out, they’ll have someone to bring to their cousin’s wedding!  With my prospects, I identify a problem they are encountering in their environment and explain how this software can make their current processes easier, more efficient and cheaper in the long run!

Note your previous successes:

Now I hate to toot my own horn, but occasionally in this tricky game of match making, it is necessary. Sometimes people need to hear tales of how I have paired other organizations with the software of their dreams. It adds a level of credibility to my match making skills. When talking to a prospect, I present an example of a company similar to theirs that has just implemented the software.  When they hear about the significant return on investment the company has already seen, they will want to experience such results for themselves!

You don’t know until you try:

If these folks are still posing to be a bit stubborn, I always try to encourage giving my offer a try before dismissing it completely.  Have a trial of the software and see what it is fully capable of in your environment. Think of the trial as a date, if the software seems too complicated or gives you a headache then there’s no need to spend more time with it. But who knows, upon seeing it you may just be swept off your feet!

Love is a beautiful thing. No matter what form that takes, software to organization or friend to new friend, I am proud to play a role in these vital introductions. Whether it took nurturing the relationship, or it was love at first sight, the greatest part is knowing you introduced this match made in heaven!