Researching Your Prospect Before a Meeting

It’s important to start researching your prospect before a meeting. A prospect is someone who is aware of your product or service but has not yet engaged with you or your company. If you don’t engage a prospect, it means you don’t have enough information about them. When meeting with a prospect, you shouldn't feel like strangers. This strategy is a key sales technique to ensure sales success. 

How to:

1. Check Social Media: Check out your prospect's LinkedIn profile, website, social media, etc. to learn about their professional background, interests, and connections. This information can help you establish common ground during your meeting.
2. Research the Company: Visit your prospect's company website to familiarize yourself with their products, services, and industry. Gather all the information you can, it helps to determine if the client is also worth pursuing. 
3. Create a company profile: Create a profile of your prospect’s company that highlights the primary goal, history and business. This helps to visualize how your product can help them.
4. Develop a Pitch: Use the company’s history and pain points to develop a pitch. Use the research from the steps above to back up your findings. The prospect should feel like you’re a valuable resource, and not another salesperson. 

What to Look For:

1. Decision-Making Authority: Identify who holds the decision-making authority within the organization. Understanding the power dynamics will help you tailor your pitch to resonate with the decision maker's priorities.
2. Listen Actively: Ask questions and keep on your toes during the meeting. Listening can help create a good connection and make the sales process easier. 
3. Industry Insights: Stay informed about trends and challenges in your prospect's industry to demonstrate your expertise and credibility.
4. Understanding Goals: Understanding the goals can help determine how to achieve them. Ask questions to get a better idea of the company’s concerns. 

This is a great strategy especially before calling one of Industrial SalesLeads’ Industrial Project Reports. The Project Reports are identified projects that you can contact immediately to begin the sales process. By researching the opportunity, you’ll have increased success with your research and the content provided. Explore our IMI Project Reports Now!

Let’s Start Researching Your Prospect Before a Meeting!

Researching your prospect before a meeting is essential for building a meaningful connection and developing successful sales. Familiarizing yourself with the prospect and their business makes the sales process easier. You will save time and improve your sales performance.