Key Takeaways
- Leverage company job pages, strategic announcements, and shareholder letters to gain insights into a company’s objectives, growth areas, and priorities.
- Conduct reverse image searches on prospect headshots to uncover past achievements and personal interests, allowing for tailored outreach messages.
- Utilize Glassdoor reviews to understand company culture and values, enabling you to resonate with the organization’s specific needs in sales pitches and demos.
Imagine a world where every sales prospect was an open book, their secrets and desires laid bare for you to exploit. Well, that world doesn’t exist, but these five creative research strategies will get you pretty darn close.
Company Jobs Page: A Peek into the Future
LinkedIn profiles are like online dating profiles: they’re designed to make people look their best. But if you want to know what a company is really up to, check out their jobs page. Open positions reveal the company’s objectives and potential growth areas. For example, if they’re hiring Sales Development Reps (SDRs), it’s a sign that they’re shifting towards specialized prospecting and closing roles.
Strategic Announcements: When the Company Tells All
Press releases, news updates, and corporate announcements are like little treasure troves of information. They reveal initiatives, successes, or failures that can inform your sales pitches. For example, if a company just acquired a competitor, it’s a good time to reach out and offer your congratulations—and your services.
Shareholder Letter: The CEO’s Inner Monologue
The annual shareholder or President’s Letter is like a CEO’s inner monologue. It reveals their thoughts on the company’s financial health, market position, strategic plans, and company culture. This is invaluable information that can help you tailor your outreach messages and sales demos to the organization’s specific needs.
Individual Contact Image Search: Uncover Hidden Gems
This one’s a bit sneaky, but it can be incredibly effective. Use a reverse Google Images search on prospect headshots to uncover past news articles, blog posts, and business-related achievements. Just be sure to avoid referencing personal topics to maintain professionalism.
Glassdoor Reviews: The Employee Whisperer
Employee reviews on Glassdoor are like a window into the company’s soul. They reveal common themes about company culture and goals. This information can help you tailor your outreach messages and sales demos to resonate with the organization’s specific values and needs. For example, if you notice that a company’s employees consistently praise their risk tolerance, you can highlight your product’s risk management features in your sales pitch.
Bonus: If you’re really feeling ambitious, try these advanced techniques:
- Social media stalking: Follow your prospects on social media to get a glimpse into their interests, hobbies, and daily lives.
- Event attendance: Attend industry events where your prospects are likely to be present. This gives you a chance to meet them in person and start building relationships.
- Referral mining: Ask your existing customers for referrals to other potential prospects. This is a great way to get your foot in the door with companies that you might not otherwise have access to.
By leveraging these strategies, you can enhance your credibility, trust, and effectiveness in reaching out to prospects. So what are you waiting for? Start digging!
Frequently Asked Questions:
How much time should I spend on prospect research?
As much as you can! The more you know about your prospects, the better equipped you’ll be to engage with them in a meaningful way.
What are some common mistakes to avoid when doing prospect research?
Relying on outdated information, making assumptions, and being too focused on personal information.
How can I use prospect research to close more deals?
By tailoring your outreach messages and sales demos to the specific needs and interests of your prospects.
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