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1) Profile (step one of the sales cycle)
The first thing you should do before attempting to demo a prospect or even contact them is to gather what we call ‘profile’ information. Learning your profile information is basically like doing your homework. You want to learn as much as possible about your prospect BEFORE you contact him or her.
The most important types of information are:
1) The decision maker’s first and last name (and proper pronunciation)
2) Gender
3) Title
4) Company Information (trading zone, sales)
5) Names of other people you have in common with this prospect
6) Best time to attempt a contact
7) Information about the prospect’s gate-keeper (if any)
8) Likely needs (so you know which product to pitch)
9) Hobbies, interests
10) Anything else that will show you are interested and care!
Basically, the better profile information you have about a prospect, the easier time you’ll have getting through to him and setting an appointment! Number five above is by far the most important type of information you’re going to need. If you have the correct rapport (name-based,) you can almost get through to anyone and succeed in setting an appointment (it’s amazing how many people don’t know this and never try it!).
NEVER assume anything with the profile information such as the person’s gender or title, and always do your best to research this information prior to your contact!
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