Top 3 Places to Research a Prospective Client Before a Sales Meeting
Getting personal to close more deal! The only way sales representatives can absolutely fail is by going into a meeting cold! Similar to a job interview, prospective clients want to feel that you care about them and the growth of their company.
- LinkedIn: LinkedIn is a gold mine for prospecting. If you have time for only one research method, make it LinkedIn.
- Company's LinkedIn Page
- Clients LinkedIn Page
- Google: Google is the holy grail of all research! Make sure you use all of Google's features when researching a prospective client. Good or bad, conduct a search on the company to bring up any news stories that they've kept off their press page using both Google News and Google Search.
- Google the Company
- Google the Client
- Google the Competition
- Twitter: If the prospective client has a Twitter page, take a few minutes to understanding their branding and messaging, if they have a single voice at all. Understanding how the company is presenting itself to its customers can help you better understand how to present yourself to them.
- Company's Twitter Page
- Clients Personal Twitter Page
- Competitors Twitter Page