How to Identify a Good B2B Prospect Match
When you want to find a compatible partner, it’s going to take more than a picture and a questionnaire to determine compatibility. eHarmony, the self-proclaimed “innovator and originator of deep compatibility matching” defines their approach as “the only service to match singles based on what is known to work in successful long-term relationships. We care deeply about helping each and every member find a fulfilling relationship, and we give you a better chance to do so than any other site.”
eHarmony matches their applicants based on compatibility across 29 Dimensions® which they define as “key areas scientifically proven to predict relationship satisfaction and success.”
Matchmaking for love and matchmaking for business sure have alot in common. This got me thinking deeply about finding customers who would fit my “29 Dimensions.” Alas, eHarmony has trademarked 29 Dimensions, so I’ll have to develop my own set of criteria.
15 B2B List Building Essentials:
- What problems/challenges/needs (PCNs) can my product/service solve?
- What roles experience these PCNs?
- What are the keywords in these titles?
- What companies do I sell to today have these PCNs?
- What markets do I reach today have these PCNs?
- What additional companies can I target that share these PCNs?
- Who are my target prospects and what do I have to offer them?
- Who do I find in Jigsaw based on the title keywords I’ve discovered?
- What more can I find in Linked In and Google regarding their concerns, roles, (articles, SlideShare, blogs, press releases, etc.)
- By building an org chart for key accounts and identifying concerns, roles, etc. what would PCNs can we solve?
- What is the best database to get me the contact information that I need to build my list of possible matches?
- Build the list, separate the PCNs by commonality so you can develop campaigns that are specific to an audience with a similar PCN makeup.
- Carefully prepare your campaigns so that they speak directly to the PCN of the target.
- Use various techniques to track the response.
- Email your targeted letters, follow up and get that first meeting where you can read your prospect to see if there is a match.
Summer is a great time to take a new look at your B2B matchmaking. With some planning that includes the B2B Lead Gen Essentials a few good applications like salesforceCRM, Predictive Response (for email), Jigsaw (for list gen), Linked In and Google, you’ll be a matchmaking success.