Meeting new professionals is the best way for SMEs to create and grow leads that can provide a great return on investment. However, businesses must learn how to go about B2B matchmaking to accomplish this.
Making the introduction
Initial contact can be made informally on social media platforms, although searching and vetting potential partners take time. Glean more information from professional sites like LinkedIn. Your reputation and online presence will also draw businesses to you.
Niche marketplaces take it further by grouping people and businesses into categories. If you need more time or experience, professional matchmakers and event organizers will coordinate the vetting process for you. Introductions can also happen through mutual acquaintances and mentors.
Preparing for your meeting
Once a potential partner has been identified, it’s time to prepare for your meeting. This can happen virtually, but face-to-face meetings give you more room to engage deeper.
Matchmaking is an investment of time, energy, and money. The cost of the process must be evaluated by factoring in expenses like calls, presentations, bills, hotel rooms, restaurants, event fees, and transport. It would help if you had mastery of your product or service and how these can add value to your client. Work these solutions into a standard protocol and improve the formula over time.
Still, it would help if you did not jump into pitching your solutions without carefully listening and analyzing your potential client’s challenges. Research the person you’re going to meet to understand their career, company, and the common interests that will be the foundation of your relationship.
The meeting
Meetings can happen in isolation or at events, fairs, and trade expos, where you can meet more people quickly. Every resource should be handy because these meetings are usually very brief. Be clear, concise, and confident in your communication. Leave the meeting with a clear idea of what you have accomplished. Remember, the intention is not to sell anything yet, but to have the opportunity to meet again and grow that relationship.
Work with Export Portal
At Export Portal, we understand how difficult penetrating new markets can be. That’s why we have collaborated with different experts to keep you informed and updated. Check out our site today and learn more about how we can help you expand your online export business.
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