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Suggest You - What Has Matching Got To Do With Presenting?
Starting a new business is one thing, actually getting paying clients is another. Clients won't know you're starting a new business unless you tell them. So you have to start telling people right away.Here are some tips for getting the word out:You should have at least 50 people on your contact list. These are the people you are going to let know that you are starting a new business.Start with family members outside of your immediate family - brothers, s
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.
Scenario One
The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you
I smell a marketing ploy.Yesterday when my mail arrived I opened up a gift from Chris Knight of www.ezinearticles.com, a munificent packet of Iced Gingerbread coffee in a mug that says I LOVE ezine articles with their website address on the cup (lest I forget).Merry Christmas!I feel so blessed, and so manipulated! You know, when I post an article online, I'm going to go first to the address I see every day on my coffee mug. It's a given!So, for a gre
What do I mean by matching? Matching is where you make the connection between the problems a potential client wants solved and the features/characteristics of your service that solves those problems.
Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific problems they have discussed with you. Pile two consists of the features/characteristics they will not care about - as they don't solve any of the problems they have discussed with you. Note that you can only do this sorting if you've asked enough questions before you present.
To prepare for your presentation, look at all the features/characteristics your potential client cares about (pile one). The next step is to then "match" each of the problems they want solved to the feature/characteristic of your service that will solve it for them. When you present, you then show the connection between the problems they have agreed they want solved and the features/characteristics of your service that solves those problems.
If you do not do the matching for your potential client, they will be left trying to work out what aspect (features/characteristic) of your service can solve their problems. Also if you do not do the matching, your potential client will feel you haven't listened to them, amongst other things.
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.
Scenario One
The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you a
Risk management and assessment of sub-contractors and suppliers must start early in the life of a bid. As soon as the need for bought in items is identified and a list of potential sub-contractors created, the risk management process kicks in.Risk assessment of sub-contractors becomes more essential, the more complex the item of supply and the fewer suppliers there are to choose from.The amount and importance of risk management goes in this order, starting with t
Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific problems they have discussed with you. Pile two consists of the features/characteristics they will not care about - as they don't solve any of the problems they have discussed with you. Note that you can only do this sorting if you've asked enough questions before you present.
To prepare for your presentation, look at all the features/characteristics your potential client cares about (pile one). The next step is to then "match" each of the problems they want solved to the feature/characteristic of your service that will solve it for them. When you present, you then show the connection between the problems they have agreed they want solved and the features/characteristics of your service that solves those problems.
If you do not do the matching for your potential client, they will be left trying to work out what aspect (features/characteristic) of your service can solve their problems. Also if you do not do the matching, your potential client will feel you haven't listened to them, amongst other things.
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.
Scenario One
The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you
The GD0 record for medical billing of claims using electronic transmission media is a very generic CMN. It is made to be able to handle most pieces of durable medical equipment that needs to be billed. In spite of this, there is still a supplemental record that needs to be transmitted with the GD0 record. Because the record doesn't have enough room for any other information, a GD1 record was created to send the additional information. There are only a few fields but they ar
To prepare for your presentation, look at all the features/characteristics your potential client cares about (pile one). The next step is to then "match" each of the problems they want solved to the feature/characteristic of your service that will solve it for them. When you present, you then show the connection between the problems they have agreed they want solved and the features/characteristics of your service that solves those problems.
If you do not do the matching for your potential client, they will be left trying to work out what aspect (features/characteristic) of your service can solve their problems. Also if you do not do the matching, your potential client will feel you haven't listened to them, amongst other things.
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.
Scenario One
The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you
Now that we are in the 21st century, most companies need to have some form of connectivity or another in order to have their business running well. In another word, network management can be the life line of these companies. Can you imagine Yahoo, Google, and Ebay going down for a few minutes? Millions of dollars could be lost during those few minutes. As such, the importance of network management in this type of companies cannot be underestimated.In order to understand
If you do not do the matching for your potential client, they will be left trying to work out what aspect (features/characteristic) of your service can solve their problems. Also if you do not do the matching, your potential client will feel you haven't listened to them, amongst other things.
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.
Scenario One
The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you
If you are like most service professionals and small business owners one of your primary concerns is generating as many leads as possible. And that may be your biggest mistake, resulting in wasting time on unqualified prospects and working with too many clients you wish you didn't have to. Bill is a financial advisor looking for clients. Working from his stack of leads he picks up the phone and starts making calls. The first person he gets on the phone has lots of quest
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example for matching, plus it is an example you can probably relate to.
Scenario One
The car salesman asks you what sort of car you're looking for and what is important to you. You tell him. He then shows you a car and proceeds to tell you all about the features of the car that you frankly could not care less about. He just goes on and on telling you absolutely everything about the car. Sound familiar?
Scenario Two
The car salesman asks you what sort of car you are looking for and what is important to you. You tell him. He then shows you a car and describes exactly what features of the car will give you each of the things you said are important to you.
Who would you buy the car from? Would you buy from the car salesman in scenario one or scenario two? Who did matching?
What would you be thinking with the scenario-one car salesman?
You might be thinking:
- He didn't listen to me.
- He doesn't understand me.
- Why did he ask me what I wanted as he clearly wasn't interested?
- I am not sure if it meets my needs. I am confused.
- I am bored and irritated.
- How can I get away from this person?
What would you be thinking with the scenario-two car salesman?
You might be thinking:
- He really listened to me.
- He understands me.
- I can clearly see how this meets my needs.
- I am interested.
When you present your solution, demonstrate that you have been listening and that you understand their problems. Only present the features/characteristics that solve the specific problems they have been telling you about. That is what they're interested in and what they will care about. The key to presenting is in the matching!
(c) Tessa Stowe, Sales Conversation, 2006. You are welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info a
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