Knowing more information about your customer can help you with a sale.

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Presentation transcript:

Knowing more information about your customer can help you with a sale. Lead List Research Knowing more information about your customer can help you with a sale. www.SmallBusinessSolver.com © 2016

It proves to them that you are interested in them, you understand them, and that you are different from other sales people. www.SmallBusinessSolver.com © 2016

The Goal Learn to use research to make yourself stand out. www.SmallBusinessSolver.com © 2016

Discussion: “What do you need to know?” Can you find the name and position of the person you wish to speak with? Do you know anything about what is important to your prospect? What association are they part of? Have they volunteered for something? Is there any clue as to what they are passionate about? What is the prospect`s frame of reference? What is their work experience, education and overall background? www.SmallBusinessSolver.com © 2016

Key Points Show interest in the customer Understand the customer Differentiate yourself Example What not to do Your next steps Wrap up www.SmallBusinessSolver.com © 2016

Grab your worksheet and follow along. www.SmallBusinessSolver.com © 2016

Show interest in the customer www.SmallBusinessSolver.com © 2016

Understand the customer www.SmallBusinessSolver.com © 2016

Differentiate yourself www.SmallBusinessSolver.com © 2016

Discussion: “What is a waste of time to research?” What is the probability that you will get a sale? If they are further along or more interested, you should do more research. How big is the potential? The bigger the customer, the more research you should do. Do you investigate every customer? Are they all qualified? You could do research just to qualify and save the energy on picking up the phone. www.SmallBusinessSolver.com © 2016

How Does It Work? Catering Company Name: Event venue URL: www.eventvenue.web Interesting Information: They have a theatre and are one of the oldest buildings in town. How are they doing? Been in existence for many years, but seem to be looking for new ideas. Who are their customers? Enterprises, weddings, non profits Other information: Don’t offer healthy eating options. www.SmallBusinessSolver.com © 2016

Top Mistakes To Avoid Just reaching out to someone blindly Not spending the effort to learn more Not wanting to learn more Blending in with other sales people www.SmallBusinessSolver.com © 2016

Now What? A good sales person usually spends 1/3 of their time researching and 2/3 selling. Research is a differentiator. When using research, minimize you’re the range of study to what is needed. www.SmallBusinessSolver.com © 2016

Discussion: “Where can you get this information?” Can you find information about the company or your contact on the website? Is your contact on LinkedIn? Or maybe you can learn about other employees at the organization through LinkedIn. Are they in you network and could you actually get an introduction? This helps with their experience and background. What happens when you Google them? This could help you find out associations and what they are passionate about. Could you leverage Facebook? Is this too personal? What’s too much information? www.SmallBusinessSolver.com © 2016

How does this work for your business? Worksheet How does this work for your business? www.SmallBusinessSolver.com © 2016

Key Points Show interest in the customer Understand the customer Differentiate yourself Example What not to do Your next steps Wrap up www.SmallBusinessSolver.com © 2016

The Goal Learn to use research to make yourself stand out. www.SmallBusinessSolver.com © 2016

Knowing more information about your customer can help you with a sale. www.SmallBusinessSolver.com © 2016