How to Get a Prospect’s Attention in 30 Seconds or Less
Pretend two different sales people call you with the following opening lines:
Salesperson A: “Hey, how are you? I was wondering whether you had a few minutes to talk about your business’ needs. I’d like to understand what your company does and see if there’s a match between our product and your requirements.”
Salesperson B: “I just read that your company is breaking ground on a new facility in Texas. I know that you’re busy, but I’d like to talk to you for a few minutes about how we might be able to make that relocation easier and cheaper.”
I think we all agree our attention would be piqued by Salesperson B.
The key is having all of the information that you need to make an informed sales call and having it all in one place so you can do the research in a few minutes.
InsideView Insights gives you a portal that provides you with every relevant piece of information on a company. That means that we scour 40,000 news sources for insights on millions of companies, 24 hours a day, 7 days a week. If it’s out there, there’s a good chance that we have it, and you’ll never miss it.
Here are some places in InsideView Insights you can go to find out what’s happening with your prospect’s business:
Read recent news about your customer, get a snapshot of their firmographics, and see who you’re connected to.
Insider Tip: You should never have to ask a prospect what their business does. Use the Overview tab to familiarize yourself with their industry and offerings before your meeting.
Social media can be an excellent window into your customer’s priorities. The Insights tab allows you to follow the company on Twitter or Facebook and check out company blogs without leaving your CRM.
Insider Tip: Companies love to use social media to promote announcements and events. Impress your customer at the start of your conversation by asking them about a product they recently released or an upcoming conference they’re hosting.
Rather than combing through multiple websites, you can easily navigate a company’s corporate structure, subsidiaries, acquisitions, and other relevant information.
Insider Tip: If the company you’re targeting has a parent company, that may be where purchasing decisions are made. Or if you see a company has multiple subsidiaries, you can maximize your sales efforts by reaching out to relevant stakeholders in other subsidiaries at the same time.
Checking out similar companies can help you understand where your customer fits in their market. It will help you determine whether they are the “900 lb. gorilla” or an up-and-coming challenger.
Insider Tip: Look to see if any of their competitors are already your customers. If so, talking about previous success in your customer’s industry can be persuasive.