12.01.11 Tip of the Week: Google…then go!
Throughout my consulting with executives and corporate sales teams, I’ve stressed lately the essentiality of researching potential clients through Google and LinkedIN searches.
What you can learn, including recent company news, changes in title/position, background information, is mission critical walking into a prospective client meeting. In fact, if you don’t walk in with it, be ready to be x-rayed for it. It is quite impressive to say to a prospective client, “congratulations on your promotion last week” or “it’s clear from your declaration in XYZ news that your company is in this business to stay.” Conversationally articulating this discovery lifts your dialogue along with your credibility.
Have you Googled someone and had it produce a surprising outcome? Let me know!
