Overheard Conversations: How to Be a Better Matchmaker
by Luann Udell on 4/23/2015 7:54:01 AM
This post is by Luann Udell, regular contributing author for FineArtViews. Luann also writes a column (“Craft Matters”) for The Crafts Report magazine (a monthly business resource for the crafts professional) where she explores the funnier side of her life in craft. She’s a double-juried member of the prestigious League of New Hampshire Craftsmen (fiber & art jewelry). Her work has appeared in books, magazines and newspapers across the country and she is a published writer. She’s blogged since 2002 about the business side–and the spiritual inside–of art. She says, “I share my experiences so you won’t have to make ALL the same mistakes I did….”
Matchmaker, matchmaker, make me a match….but what’s the catch??
Today’s lesson didn’t come from the gym, although it was another conversation I overheard this week.
Person A told their friend, Person B, about an opportunity they might be interested in. (For simplicity’s sake, I’m going to call them Ann and Bob.)
Ann knew Bob was looking for an opportunity just like this. Ann listed the reasons why this might be just what he was looking for–the price, the time, the location, the trade-offs. Bob listened enthusiastically.
Ann also knows a lot about Bob–his strengths (and weaknesses), his habits, his way of doing things.
So, although Bob was saying “yes”, she asked him an unusual question before taking the matter any further.
“On a scale of one-to-ten,” she said, “How committed are you to this opportunity?”
Bob was taken aback. He said, “Wow, you sound like a nurse! ‘How bad is the pain, on a scale of one-to-ten?’ Heh heh!”
But Ann stood her ground. “Look,” she said. “Before I approach the guy about talking to you, I need to know how seriously you are considering this.”
Bob quickly replied, “Nine!” and that’s the last of the conversation I heard. I had to get back to my studio.
Ann’s question stayed with me. Obviously, she didn’t want to go out on a limb to introduce the opportunity-holder to Bob. If Bob is truly eager to act, it will benefit all three of them. But if Bob isn’t really interested, it will be lose-lose-lose, a waste of time and energy for everyone involved.
“On a scale of one-to-ten….” What a wonderful, non-confrontational question to ask, to qualify the ‘buyer’.
How many times have we been in situations like this, acting as the agent of change for someone else? For the sake of clarity, let’s continue this as us trying to do something for someone else. But picture it the other way, too–someone trying to do something for us.
We recommend a gallery to a fellow artist. Or we think a friend might like another artist’s work, and urge the artist to contact that friend. Or we think we know the perfect space for someone who says they need a studio. A customer is waxing enthusiastic about our artwork, and we want to get it into their hands/home/heart.
In every case, we see ourselves as ‘helping’ someone out, doing them a favor out of the goodness of our heart. We’re simply giving them what they want, right? We’re trying to match up their need with the right opportunity.
Sometimes, it is a simple thing. That space really is perfect for them, they really are looking for that opportunity, they really do want that painting–and the matchmaking is complete.
Often, however, there are reasons why it just won’t work for that person. The cost might be out of their range. They’re actually not ready to take that step. They’re just not into doing anymore shows, right now, or not interested in doing the gallery thing.
In fact, more often that not, what people say is holding them back, isn’t. Either they’re not ready to say why, or they just don’t know.
Whatever the reason, without us knowing what they’re really thinking, this might result in us giving even stronger encouragement, to the point of arm-twisting. And when they don’t take us up on our offer/favor/opportunity, we might get frustrated and annoyed.
Now imagine the situation reversed. Usually, when someone offers me something like this, I appreciate their intentions. I try to stay open rather than squish their offer with a fast ‘no’.
But eventually, I need to also be clear about how serious I am about following their suggestion(s).
“On a scale of one-to-ten”…. What a nice way for all of us to get clear on what we really want! And on what we’re willing/not willing to do to get it.
Now instead of yes-or-no, we can talk about where we are on that scale. “One, two, three” means “no way!”. “Three, four, five” could mean “probably not, but I’m still listening.” “Six, seven, eight” means “Mmmmm….I’m open to negotiation”. And “nine or ten” means, “let’s make it happen!”
See? Sometimes crunching the numbers makes a great match!