One of the greatest values that Sellai offers, is the opportunity to connect with new clients in matchmaking meetings that comes from our inbounds or from other sales agents who are earning money by selling Sellai.
This article delves into how to succeed in these matchmaking meetings and secure new clients!
What is a matchmaking meeting?
The matchmaking meeting is around 30-minute meeting with a potential Sellai client, who is looking for a sales talent to start the collaboration with.
Matchmaking meetings occur after a client has interacted with a Sellai sales expert and is well-informed about our services.
At this stage, the client is already engaged in the sales process, but the deal isn't sealed yet. The burning question for them is: "Who will be the local salesperson to help me acquire new customers?"
It's common for the client to talk with 1-3 different candidates to make a decision. It's also normal to get a new client from every 4th matchmaking meeting, so there is a good chance of getting a client.
🏹 Matchmaking is like blind dating - It's all about first impression 💘
You don't know if this is the one for you, but because there is a good chance, making an outstanding first impression is crucial. Remember, it's hard to recover from a poor start, so putting your best foot forward is key.
How to find my matchmaking opportunities?
All matchmaking cases are processed through our email channel at [email protected]. Additionally, we often advertise potential cases in our Slack channel, #matchmaking.
Show your interest by responding to the email or contacting support via Chat.
💡 Pro Tip: When signing up for the meeting, highlight why you're the ideal candidate. Prioritize mentioning your relevant experience and passion, not just availability. This helps the matchmaker to sell you to the client.
Step 2: Meeting with the Client
A matchmaking meeting is typically a two-way discussion about clients' needs and your local sales strategy. The client might still be considering other agents or alternatives, such as direct hiring, but is now quite deep in our sales process.
Prepare by reading the brief from the matchmaker and conducting your own research. (Googling, LinkedIn, asking a friend etc.) Experienced salespersons can do quite impressive homework in just 15 minutes, but in the beginning, it takes more time.
Meeting Agenda:
Review their current situation and main sales pain points. Confirm these with the client.
Ask additional questions about their business to ensure full understanding.
Your Story: Share why you’re a perfect fit, drawing on your background and experience.
Your Collaboration Plan: Discuss potential dream prospects and outreach strategies.
Next Steps: Clarify the follow-up actions. Usually, the matchmaker has given you and the client these beforehand.
💡 Pro Tip 1: If you lack specific field experience, focus on showcasing your sales expertise and innovative ideas.
💡 Pro Tip 2: Suggest five prospect companies and their decision-makers based on your research.
Documentation:
During matchmaking meetings, take detailed notes for potential use in deal closure and share your view with the matchmaker.
If you have Sellai Pipedrive access, you can input the notes to the Pipedrive Deal.
Step 3: Finalizing the Deal
If this is your first rodeo, the matchmaker or the sales lead will guide you through these steps, if you get picked for the project:
Send the contract via Pipedrive Documents and ensure all details are correct.
Set dates and times for the starting workshop.
Start working on the checklist and workshop material
Pop a bottle of sparkling! 🍾
Remember! A good sales expert profile helps you to get their curiosity, but the first impression in the matchmaking meeting will make them fall in love with you.