Start With Their Website
Review a prospect's website before you pursue or meet with them. Most viable businesses today have gone well beyond a simple brochure-style site and often reveal far more about their operations online than they ever put in printed materials.
Search Engines Reveal the Bigger Picture
A company is often mentioned across many different websites, even ones that have little to do with it. Search message boards and forums too, since customers, suppliers and employees often reveal honest opinions there. Use specific search terms and exclude irrelevant words to keep your results focused and useful.
Industry Sites Fill In the Gaps
There is no substitute for real industry knowledge when prospecting inside a niche. Clients consistently pay a premium for a professional who genuinely understands their industry and nearly every industry large enough to support a printed magazine now has a comparable online resource worth checking.
Final Thoughts
A little online research before your first meeting can completely change how prepared and credible you appear. Spend 20 minutes on a prospect's website and a focused search before your next meeting, rather than walking in cold. That small habit consistently separates strong first meetings from forgettable ones.
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