Top 3 Places to Research a Prospective Client Before a Sales Meeting

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.  

  1. 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
  2. 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
  3. 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