There are more than 16 billion online information searches conducted via popular search engines each month, with more than 65% of them done using Google (and in the business world, itâ€™s my experience that Google has a 95% search market share). Yet even though Google is very easy to use, most people only access a small portion of what Google has to offer.
Itâ€™s imperative that, prior to any sales call, you gather information about your prospect so you can customize your pitch. A standard sales call that gives the same pitch or voice-mail message to everyone just doesnâ€™t cut it (yet itâ€™s surprising how many people still â€œsmile and dialâ€).
Iâ€™m not talking about just visiting someoneâ€™s web site. Rather, a good Google search can reveal detailed information that helps you better personalize your pitch and your examples to things that your prospect or client cares about. If youâ€™re a true sales pro who understands that information is power, here is a Google Search secret that can help you get the inside information on companies, industries, and people.
Search Secret: Type the name of a company in Google. If the company name is more than one word, put the name between quotation marks (e.g., â€œacme corporationâ€). On the Google results page youâ€™ll see a link that says â€œMore Search Tools.â€ Click on that link and you will see one of the options is labeled â€œCustom Range.â€ Click on this and youâ€™ll see an option to enter a date range. Put in the range you are interested and youâ€™ll see the results for that company within that range. Imagine prior to a sales call that you conduct this sort of search. You click search on the current month and pull up press releases and articles. Even historical information is valuable, as it will show you how the company has progressed over time, past partnerships, and it even might reveal past or current vendors. Knowing the latest information helps you become educated about your prospect.
Note: Content from this blog article provided by Sam Richter, Author of â€œTake The Cold Out Of Cold Callingâ€ with permission. For more from Sam visit www.samrichter.com.