Finding the Right Prospects for a B2B Sale
My company offers an ability to better focus on core business, reduced operating costs, gain fast turn times and more, but when I talk to a prospect, I talk about these benefits in relation to what is happening in an industry and in a specific company (e.g., downward price pressure, need for faster time to market, emerging competitors, etc.). I find myself most often explaining why outsourcing is a viable and effective strategy for production, as opposed to lining up features and benefits against another provider.
People buy from people, so they have to like dealing with you because of your professionalism, responsiveness, knowledge and sense of humor.
In the end, focusing your attention on the right prospects in the right segments with the right offer will save you time, eliminate the frustrations of contacting people who aren't interested in your product and improve your closing ratios. Making five presentations and winning two deals is much better than making 100 presentations to get one sale. It comes down to working smart versus just working hard. And the only way to do this is with homework and preparation.