Get to Know Your Prospect

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What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine. The following are four categories that you should explore in depth before meeting with your prospect:

Industry

Research your prospect’s industry
Research their competitors

Company

Obtain their literature
Get to know their vendors
Talk to their customers
Talk to other employees at the company
Talk to their sales department

Team

Find out how your prospect fits into the team
Find out who else on their team is going to be part of the decision

Individual

Talk to people in your network who know them
Look them up on LinkedIn
Check out other sources like Facebook and Twitter
Read articles or papers they have written

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