Thursday, May 24, 2012

Things You Should Learn Before You Pitch

To make the sales process go by more smoothly and efficiently, you should seek to learn as much information about your potential client contact and company as you can.  If you go in blind, your conversion rate will be very low and you will lose your motivation.  This article will go through some suggestions of what you should learn before you make your sales pitch.

Make Sure You Are Talking To The Right Person

If you aren’t talking to the right person, then you are not doing a very good job.  You should try to get a hold of an org chart before you decide who the right person to talk to is.  You can get org charts from companies like iProfile and DiscoverOrg.  You will have to pay some money, but it’s definitely worth the cost.  You can learn what the responsibilities of the different employees and who reports to whom.  This is valuable information to know before getting started with the sales processs.

Learn As Much As You Can About Your Potential Client Contact

Once you have identified who the right person to talk to is, you should do a little research on the person.  Google the name and find the person on Linkedin.  If you can find any common interests or background, that could put you at a significant advantage going forward.  See if you have any shared connections to see if some mutual acquaintance can introduce you.  This would greatly increase your conversion rate.

Learn What’s Going On At The Company

You should become up-to-date on the latest trends at the company you are pitching to.  You should find out, for example, what purchases they have made over the last year and what purchases they plan to make going forward.  Try to get a sense of what their budget is for your specific area and what their spending history is for that area.  To get that information, iProfile and DiscoverOrg are really great.

Make sure you do this research before you get started with your pitch.  You will want to put yourself in the best position possible ahead of making the sales pitch.  This is the best way to do so.

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