There’s no wrong way to set about researching a possibility in advance of a call. Yes, there are a few performances to be gotten, and some networks are more crucial to inspect than others, but as long as you’re doing your research study, you’re already more than halfway there. The only way a sales associate can genuinely fail is by going into a call completely cold. Buyers simply don’t have the perseverance to answer fundamental questions whose responses are readily available with the most general searching, nor do they have time to fill you in on their challenges when they check your exhibit display rental.
If you pick up the phone without gathering any background details, at best you stand to irritate the person, and at worst, to be hung up on mid-sentence. You can be sure there’s not going to be any cash exchanging hands or agreements being signed. You may not have time to check every box on this list prior to a call, and that’s fine– simply make sure to inspect a minimum of a few. The more you can customize your rental trade show booths to the prospect and their company, the higher the chance that you’ll catch their interest– and hopefully their service.
LinkedIn is a gold mine for prospect research study. If you can just research your prospect on one platform before your call, make it LinkedIn.
Find your purchaser on the network, and check out each of the following areas of their profile:
Experience at their current job: Most people list main job responsibilities or significant jobs they’ve dealt with. This can help you get a sense of exactly what falls under their jurisdiction, and exactly what doesn’t.
Experience at their former jobs: Customize your messaging based upon their career history. Is this their first time making this sort of buying decision, or have they done this lot of times?
Shared connections: If you have a connection in typical with your possibility, make certain to bring it up during your discussion, and ask how they understand this individual. This might be a recommendation chance.
Groups: Click through to their groups to see exactly what’s being discussed.
Recent activity: Have a look at exactly what your buyer has recently shared and where.
2) THE BUYER’S TWITTER ACCOUNT
If your possibility has a Twitter account, you ought to spend a few minutes on their page to get a sense of what they have an interest in. Check out a handful of the posts they’ve recently retweeted, or look into an issue they posted about. Click back through their feed to find any major patterns in their interests.
3) THE COMPANY’S TWITTER ACCOUNT
What sort of material and messaging has the company been promoting? Comprehending how the business exists itself to its clients can help you much better comprehend the best ways to provide yourself to your purchaser.
4) THE BUSINESS’S PRESS AND MEDIA RELEASES PAGE
Scroll through the recent news release and see if anything major has been revealed such as leadership changes, item releases, monetary declarations, events, or consumer wins.
5) THEIR RIVAL’S PRESS AND MEDIA RELEASES PAGES
If a competitor has actually made a significant announcement within the past few months, that will color the method your purchaser looks at your offering– either as a competitive benefit, or an unnecessary cost in the face of more pressing priorities. Figure your footing out before you pick up the phone.
6) THE BUSINESS’S FINANCIAL STATEMENTS
If your buyer works for a public company, it may be a great idea to take a look at its newest financial reports on the SEC’s site. This will give you a concept of how the company is performing, along with the problems it’s dealing with (check out “danger factors” areas).
7) VARIOUS BLOG SITES
Read exactly what your purchaser checks out, and read what your buyer writes. If your possibility preserves a blog site, make certain to read at least the last few posts and comment on them during your call. In addition, visit the sites of popular market blog sites and browse the most recent posts to find out more info about trade show displays Orlando, the trends and challenges shaping the environment.
8) THE PURCHASER’S FACEBOOK PROFILE
Still, it may be valuable to inspect out your buyer’s Facebook profile to pick up a couple of individual tidbits about them. Simply make sure to weave these into the conversation naturally, or you risk giving off an overly personal ambiance.
9) YOUR MARKETING AUTOMATION SYSTEM
Sure, this may be the very first time you’re inspecting up on your possibility, however it may not be the very first time they’ve inspected you out. Browse the prospect’s name in your marketing automation system to turn up any existing contact records or interaction history.
10) YOUR CRM
In addition to the marketing automation system, drop in your dependable CRM to identify if another sales employee has connected to this prospect in the past … and if so, what (if anything) took place. HubSpot’s free CRM also includes a lead timeline view that aggregates recent interactions, press releases, and company news in one scrollable and immediately updated area. Research = done.