B2B Prospecting: 10 Indicators That You’ve Found “The One”

10 Indicators You've Found The One

It’s February. Love and the hangover of Valentine’s Day are still lingering in the air and your sales prospecting efforts have led you to what seems to be the perfect prospect.

Is it real this time? Could they be the one? Should you close the deal already?

Relax. It’s 2022. Everybody knows that’s WAY too soon to commit! In fact, at least 50% of your prospects are not a good fit for what you sell.

How do you know they aren’t just fooling around? They could be planning on ghosting you tomorrow, or worse: 

A comical illustration of a brain disturbing a girl with thoughts about losing her prospect to a competitor.

No matter what the case, you need a way to figure out if they’re a good fit for you and your business. 

No, not a zodiac sign compatibility test—what you need is a set of indicators you can use to gauge how interested your prospect is in your solution, and how important your solution is in alleviating their pain points.

The 10 Indicators That Show You’ve Found ‘The One’

#1 They get personal with you

In sales, it’s completely acceptable for your prospect to get into personal and family (read organizational) problems right on the first date. 

A prospect sharing their problems with you confirms two things:

  1. They are aware of their problems and are actively looking for a solution. 
  2. They have high intent to purchase a product/service to address the issues they’re experiencing in their company.

As a salesperson, it’s your responsibility to show a prospect the value of your product and make them see why it’s important to invest in it. However, selling your solution to someone that doesn’t have a clear understanding of the problem they’re trying to fix can be challenging. 

#2 They ask the right questions

What’s better than a prospect who responds to your email/phone call? A prospect who asks the right questions on said email/phone call, of course! 

Why? Because it shows you that your prospect isn’t fooling around and wasting your time. Pointed questions could be an indicator that a prospect is serious about pursuing this partnership. These questions could include:

  • What makes your product different from the other products in the market?
  • Where can I find your pricing?
  • Can I get a demo?

Have an answer ready for common questions (and objections) you might receive from your prospects. If they ask the right questions and you aren’t able to give convincing answers, it’s on you.

#3 They want to take the next step

A sense of urgency in your prospect to take things forward is a great indicator of a good prospect.

This shows that they have almost made their decision to make a purchase. It also means that they are convinced with your presentations and demos.

While a prospect who takes their time isn’t necessarily a red flag, prolonged indecision in your prospect certainly is. 

There are several things you can do to avoid such a situation and create a sense of urgency, such as:

  • Asking them if they’d like to invite more team members for a demo
  • Proving that the RoI from the purchase is worth it with numbers
  • Addressing the objections they may have about your product
  • Setting deadline-based offers
  • Helping them understand how other teams have benefited from your product and creating FOMO (Fear of Missing Out)

#4 It’s a Yin-and-Yang relationship

If you’re not familiar with Yin-and-yang (which is unlikely), it’s a Chinese symbol that describes the way opposite forces are extensions of each other. One side balances the other. If one collapses, so does the other.

An illustration representing the black and white components of Yin-and-Yang walking away from each other.

There’s you with a product to sell and a mind to sell it. Then there’s your prospect with a problem to solve and a mind to solve it.

Your prospect’s need for your product should be as strong as your need to sell it. If you and your prospect are “at that point in your relationship”, then you know that you both are headed in the right direction.

However, this doesn’t mean that you should quit as soon as a prospect shows disinterest or says no. In fact, 60% of customers say no four times before saying yes. Your job is to build the same energy in your prospect by follow-up calls, demonstrations, effective objection handling, etc. 

#5 They’re a buyer, not just a window-shopper

In the B2B landscape, decision-making authority plays a huge role in making things work. 

Not every prospect you meet is actually the person in control. For a salesperson-prospect relationship to work out, your prospect needs to have the authority to say yes.

A prospect who has the decision-making power is a prospect you can sell to quickly. 

Even if your prospect does not have the authority to make decisions, they might still very much be able to influence the decision of those who can.

#6 They’re responsive and show interest

Although basic human decency is a bare minimum, there are several things your prospect could say or do that can help you gauge their interest (or the lack thereof) in your solution.

For example, a prospect being outright disrespectful or inconsistent with their responses could be a red flag. They might simply not be as interested in your solution as you’d like, or worse, could be one of those bad-fit customers that no product/service/CSM team can please.

Find the courage to waste as little time as you can in such a situation and spend time looking for the right prospects.

#7 They have realistic expectations from you

How would you feel if your date promised you the night of a lifetime and then took you to McDonald’s with a Buy-One-Get-One-Free coupon? Not very lovelorn, I suppose.

While awareness, trust, and urgency are all great indicators, unrealistic expectations alone can throw them all off.

A prospect who understands the benefits of your product and realistically estimates the RoI is better than one that overestimates or misunderstands the same. Even if they are more motivated to buy from you, it can work against you in the long run.

An unhappy customer can accuse you of hyping them up. They could badmouth you to other prospects and you could end up losing more sales and get a bad rep should such a situation arise. 

Consider yourself lucky when you have a prospect who is on the same page as you.

#8 They make time for you

When a prospect keeps themself available, it’s a sign that they are serious about having their problems resolved soon.

Additionally, it shows that they believe your product can help them resolve current issues they’re facing at their org. 

But not all prospects are made of that kind of nice.

A meme showing Homer sleeping peacefully in bed under the title "How that one prospect sleeps knowing they scheduled a meeting with you they'll never attend".

If your prospect is scheduling meetings with you and doesn’t bother to show up or inform you about their unavailability, you might have to come to terms with the fact that they’re just not that into you.

Long-distance relationships can work, but only when both partners are ready for it.

#9 They can reciprocate value

55% of salespeople blamed budget as the first or second most common reason for stronger opportunities to fall apart in sales. 

The breadth of your prospect’s budget needs to be wide enough to accommodate you.

A good prospect agrees to buy your product at the set price with little or no negotiations. If your product is way out of budget for them, you may have to move on.

Sometimes, their need to negotiate may not be due to budget constraints, but rather an inability to see the value your product offers them. They might think that your product is overpriced.

In such cases, it’s best to demonstrate the value of your product to them, back your claims with success stories, and show them how the investment is justified.

#10 You meet them at the right time

There’s a right time for everything. Meeting the right person at the wrong time often leads to disappointments.

The same trope plays out in the sales prospecting field too. 

There may be a prospect who is so perfect for your company that you want to close the deal right away…until you realize they’re currently in the middle of a contract with someone else.

A story sad enough to break any salesperson’s heart!

However, some of the braver ones go right ahead and make an offer so that the prospect doesn’t have to look elsewhere once their current contract ends. 

Are you one of them?

Plenty of Prospects in the Sea

Sometimes, no matter how much effort you put into finding the right prospects, things just don’t work out. If you’re finding yourself in such a situation, you can always turn to Slintel to help you identify and find the best selling opportunities that you can reach out to today!

It’s basically Tinder, but for salespeople to find the right prospects😉! To illustrate, here’s a little parody of James Blunt’s ‘You’re Beautiful’ by our SDR Ryan:

Roshan Nair

Roshan Nair

Content Marketing today, caffeine relapse tomorrow. Hopes to tell a great story one day. I consume satire and horror in the meantime... Say, would you watch it if I made a satirical horror movie one day?

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