When you receive your opportunities, it’s important to respond to them in the right way. We’re finding you the inside track on these prospects for your business, but how you then proceed will determine your success.
In this article we’ll go through how we’d recommend responding to the different types of opportunities that you’ll get sent. Also remember, each opportunity will come with a recommendation for action to help you in going forward.
Intel (Company Intelligence)
Company intelligence opportunities will always be marked with a recommendation as to how you should proceed. Generally, we’ll suggest getting in touch via LinkedIn or email with the relevant person, and building a relationship. They may or may not have heard of Meet Hugo, depending on how we've sourced the info - the best way to approach them is to take the approach of a knowledgeable outsider and lead with lines like "I was looking at your website, and it really looks like you'd benefit from X", when you're safe in the knowledge they're already in the market for that service. That makes you relevant and appear an expert already.
They may be actively looking for a provider, in which case sending your case studies, referring them to your website, or giving them a quick bit of sales blurb is appropriate. Don’t over do it – remember that people buy from people, so start with trying to understand their problems, and build that trust by taking a story led approach to weave in your relevant experiences that show your expertise.
Buying Signal opportunities include acquisition, news, awards, location moves and more - it's activity we track very closely. These are often times of changes for a business, or times of excitement where they’re keen to get their news out to the world. They’re great opportunities for a range of businesses, and it’s important that you customise your communication with the potential client to highlight that you understand what’s going on in their business and that you care.
Tenders are typically the clearest, but are the most time-consuming opportunities to respond to. Each tender will have clear instructions as to what you need to do. Typically you’ll need to register on a governmental or procurement provider's online portal with your business details, and then express an interest in the tender suggested. You’ll then be sent the full details, and will have to complete the tender documentation by the deadline and in the format requested by the potential client.
It can take time, feel bureaucratic and drive you mad at times – but there’s some great contracts available so they’re worth spending the proper time on.
New Decision Maker
New Decision Maker are great opportunities as they often create two sets of opportunities – one at the company that the person is leaving, and the other where they are going. With job changes, we’d recommend reaching out to both parties and starting to build that relationship as job changes are often triggers for new suppliers to be brought in as companies start afresh.
Follow these tips and you’ll have a better chance of being successful with your opportunities. Good luck!