Jun
21

Getting to Know Your Prospects

selling-energy

getting-to-know-your-prospects.jpeg 

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

Want our daily content delivered to your inbox? Subscribe to the Selling Energy Blog

Subscribe

Read more blogs on Communication, Research, Prospecting

Posted by Mark Jewell