When you go about getting prospects the wrong way, your results will be below expectations. So instead, let’s talk about the right way to go after prospects. It’s all about the warm calls over the cold calls. Here are the best tips to help you research your prospects:
Online Research
Research will allow you to have a better understanding of the company you’re calling on, which will lead to a successful conversation with your prospect. This information will let you personalize your pitch to create a unique connection and build rapport with each prospect. Not only will you grab the prospect’s attention by “due diligence” demonstrated, but they will be more likely to listen to what you have to say! Perhaps even more important- research (i.e. qualifying) will offer insight into whether a prospect remains pursuable.
There is plenty of publicly available information online. Researching a company on LinkedIn is one effective way to acquire valuable information. For example, the company page typically showcases their services and industry-related articles, as well as a list of their awards and achievements. Browse the company website to explore their mission statement, published blog content, or a staff list. This list may identify their name and title, which will help in determining who the right contact is.
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