Researching a company before accepting them as clients is an important lesson I wish I knew earlier in my business. Only the past 5 years or so have I really started to investigate a potential Customer first to make sure that they’re the right fit.
Researching businesses for this kind of information isn’t always easy — they’re busy promoting themselves to their Prospects, which means you have to dig deeper to find what your potential Customer is all about.
Mike Michalowicz offers a clever way to do some preliminary research for Prospects. The answer is in the title but you should really read the whole article.
After you’ve read the article, take a look at your list of Prospects then go hunting for their job ads. Check out sites like Monster.com and don’t forget about freelance sites, too.
Once you’ve found some info, integrate it into your sales presentations. (Michalowicz tells you how to do that). And you can even go beyond your Prospect list and do the same task for all of the stages in your sales funnel.
The same information in job ads can help you move sales funnel contacts at each stage: Your Audience member job ads can help you refine your message to capture their attention more effectively and turn them into Leads. Your Leads’ job ads can help you position yourself as the solution to their problem or need so you can turn them into Prospects. Your Prospects’ job ads can help you overcome objections and drive home key sales-making points to convert them into Customers. Your Customers’ job ads can help you identify new opportunities to provide service so they can become Evangelists.