WholeLife Matrix: Financial Viability / Marketing
“Well done is better than well said.”
– Benjamin Franklin
By researching a prospect in a few places before having a sales call with them, you will be able to personalize your conversation with them, save them time, anticipate their challenges, and be more likely to close a sale. Here are some tips for where you can research prospects.
1. Research Databases
One way to find and research prospects is by using directories such as ZoomInfo.com. They have business to business information with millions of people and companies included in their database. You can do searches by company name, industry keywords, location, person’s name, job title, etc. Some other databases to consider are InfoUsa.com, JigSaw.com, and Hoovers.com.
2. Research LinkedIn
You can find a lot of information about your prospect on LinkedIn. The personalized descriptions on LinkedIn profiles can give you a good sense of who the person is, projects they have handled, and what decision making power they have. What has the prospect recently shared on social media? You can use something they have posted as a conversation starter.
3. Search the Company and Individual on Google
Google the name of the company to find news stories and other information about them. Make sure to look at stories from credible publications. Also do some Boolean searches on the individual that is your prospect. A Google search will often bring up their top most important pages.
4. Research Company Credibility
Knowing the credibility of the business you want to work with can help you to make a decision about whether or not to work with them. The Better Business Bearueu is one resource that can help. They provide reviews on over 4 million businesses. Some other places that you can find reviews on businesses include Glassdoor.com, Yelp, and Google Reviews.
Although Facebook is a more casual network than LinkedIn, some prospects may prefer to use it. They may also be a part of Facebook groups related to their industry and have friends in common with you, so take a look at who their friends are, just as you would on LinkedIn. You may also find some personal tidbits about the prospect on their Personal Facebook page that you can use in conversation. The prospect may also have a Facebook business page where they share valuable information about their business.
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