Jun
21

Getting to Know Your Prospects

selling-energy

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What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine. The following are four categories that you should explore in depth before meeting with your prospect:

Industry

  • Research your prospect’s industry
  • Research their competitors

Company

  • Obtain their literature
  • Get to know their vendors
  • Talk to their customers
  • Talk to other employees at the company
  • Talk to their sales department

Team

  • Find out how your prospect fits into the team
  • Find out who else on their team is going to be part of the decision

Individual

  • Talk to people in your network who know them
  • Look them up on LinkedIn
  • Check out other sources like Facebook and Twitter
  • Read articles or papers they have written

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Posted by Mark Jewell