Embed Size (px)
DESCRIPTION
PREPARE - PRESENT - PURSUE: . WHAT TO DO BEFORE, DURING AND AFTER YOUR MATCHMAKING MEETINGS. Rachel Snell & Velina Wills . Top Matchmaking Questions. How do you make your matchmaking meetings mutually productive? What is the beneficial use of time and money? - PowerPoint PPT Presentation
Citation preview
PREPARE - PRESENT - PURSUE:
WHAT TO DO BEFORE,
DURING AND AFTER
YOUR MATCHMAKING MEETINGS
Rachel Snell & Velina Wills
Top Matchmaking Questions
How do you make your matchmaking meetings mutually productive?
What is the beneficial use of time and money?
Are you passionate and persuasive? How do you convince the “matchmaker”
you are the right one to provide goods and/or services to their company or agency?
What Sets YOU APART!!!! Like A Good Neighbor……. i’m loving it Drivers Wanted
An oldie but goodie You Got the Right One Baby, Uh-Huh!
You've Got The Right One Baby, Uh-Huh!"
The 11 P’s
PassionPreparationPlanning
PracticePositive (attitude)
ProactiveProfessional
PatiencePersistence
Perseverance
Passion
Preparation
Planning
Practice
Positive (attitude)
Proactive
Professional
Patience
Persistence
Perseverance
Passion
Role Playing Get into teams of two and practice Match
Making Share with the group Lesson(s) Learned
and Golden Nuggets
12 Steps of PREPARATION
1. Do your homework - research who you are meeting with, what they do, locations, what they buy
2. Review their ‘Rules of Engagement’3. Register on their website as a prospective
supplier4. Develop a small packet to leave with each
1. One page Capability Profile tailored to each prospect (Opportunity Fit)
2. Top 5 Customer list with contacts and Trade References
5. Update your Vendor Profile
12 Steps of PREPARATION6. Know you company inside out – Perform a SWOT
Analysis (Strengths, Weaknesses, Opportunities, Threats)
7. Know your customers – Develop a Top 5 Customer document to leave with each
8. Know your competitors – How are you different? Describe your differentiator and write it down
9. Develop a Trade References document to leave with each (to demonstrate your financial stability)
10.Review, update your Business Cards, if necessary11.Develop your match making strategy and pitch –
practice over and over12.Focus and maximize your time with each
company
Break-down 15-minute meeting:
2 minutes – Introductions, brief company overview, management team experience, your values Years in business, who you are, what you do, location(s)
4 minutes - Capabilities, core business, products, services, niche,
quality certifications, special equipment
3 minutes – $ Sales, past performance, top 5 customers, customer satisfaction, recognition, successes Risk is a major concern – they are interested in your financial
strength
3 minutes - Your Opportunity fit, your differentiator, answer the question: Why You?
3 minutes – Ask about opportunities, how you stack-up and about
your next steps
THE KEY IS TO FOLLOW-UP WITH PASSION, PERSEVERANCE, PATIENCE
Email your prospect, reinforce any items that need reinforcing, attach your capability profile
Follow-up with a telephone call Follow-up once a month, every month
Questions???
Contact Information
Rachel SnellStatewide HUB Marketing Coordinator Texas Comptroller of Public Accounts [email protected]
Velina G. WillisHUB Program CoordinatorTarrant County [email protected]://www.tarrantcounty.com
