Happy Friday, everyone!
This week's poll question was prompted by a recent blog post by our friend and sales trainer Phil Bernstein, Before the First Meeting: Have You Done Your Homework? Phil notes, "Businesspeople are reluctant to let us in, because they don’t want to waste yet another hour with another unprepared peddler. The good news: if you can get in the door, it’s not all that hard to set yourself apart from the others. You just have to do your homework." He then shares a couple of methods for using Yelp and LinkedIn to your advantage. Click here to read the entire post.
So we'd like to know:
What homework do you do to prepare for your first meeting with a prospect?
Looking forward to reading your replies!
at August 25, 2017 12:17 AM PDT
I actually do plenty of online research before as part of the prospecting process. Not just to impress them, but to qualify them. Google reviews, most of the other online research that Phil mentions can unearth both personal and professional details. Go deep, not just the first couple of pages of Google. Cross check the names of the people along with the company and use Bing too.
In the meeting have copies of important details from their website. Do research on their business catagory found on the RAB website and any other relevent site. Sometimes, I can provide them with details about their industry that they are not aware of.
