Successful Prospecting Tips
Hello! Last week, I had a meeting with a prospect for my sales leads program. When we concluded our meeting, my new customer said ‘you did your research, you really knew a lot about me.’ See the short article below to learn what I did to prepare to help make our meeting so successful.
Last week, I had a great meeting with a new prospect who became a new customer. I applied the same preparation strategy for the meeting that I use every day in my tele-prospecting calls.
Before I make a call to a prospect, I do three things:
1. Google the prospect’s name for current online business intelligence
2. Review the company’s website for insights into the company’s current condition. For example, I look for product information, press releases, events, corporate personnel and company challenges and successes.
3. LinkedIn: I study the prospect’s LinkedIn profile for intelligence and talking points in our conversation. I review the contacts that the prospect and I have in common and who can I ask for an introduction if necessary. I study the prospect’s resume and work history, their educational history and the groups that they belong to. All of these points give me many talking points to help turn a cold call into a warm conversation.
In our meeting, I told him that I noticed that he attended the same college as my daughter. He reminisced about his college days as I prepared my computer for the presentation. We exchanged stories about parent’s visits to college. His LinkedIn profile told me that he enjoyed jogging along Kelly Drive and I shared my experiences when it was called East River Drive. I continued with my presentation which led to him signing up as a new customer. As I was leaving the meeting, I complimented him on his beautiful wife whose picture I saw on their Facebook page. That is when my new customer told me that “you did your research, you really knew a lot about me.”
I don’t know how much my research played a part in this successful sales meeting, but I am sure it helped. I showed him that I was interested in him as a person and his success and not just as another prospect. The extra few minutes it took to learn more about my prospect were well worth the investment.