Do your “PRE-Search”

The goal of pre-appointment research is to help you learn as much about the client as possible before your first meeting.

Companies on the Internet, like Hoover’s, provide a plethora of information about most major firms. Also, research your prospect’s website. More than 80% of salespeople don’t bother, and you can be pre-armed with information on what products they are featuring, community programs and causes they support, and so on.

And of course, be sure to research their co-op funding availability. You’d be surprised to discover how many retailers don’t even know they have these monies available to help them with their advertising costs. The information you learn through pre-appointment research will add to your credibility and generate new ideas that add dollars to your sale.