Being an entrepreneur means that we're always juggling multiple tasks, but that doesn't mean we can get sloppy when selling to our potential customers.Before any call I jump with a potential customer I always do these 3 things:1. Understand the company as much as possible:What industries do they play in and sell to?What are 2-3 companies they compete with?Do I have success stories in the same industry?2. Know the person I’ll be talking to:Where does the prospect live/work?Where did the prospect go to college?Am I familiar with any?What interests or contacts do I have in common?etc3. Understand his/her role in the organizationHow long has the prospect been in their role?What challenges do people face in that role?Common success metrics for that role?How does my solution help people in this role?----------Turns out these 5-10min of research end up having a great ROI on my time. Being prepared for all these calls makes me do a better job when helping my potential customers to solve their problems (not selling to them).Most of the time, I can always find a piece of information that shows them I did my homework or that helps at breaking the ice and creating a better relationship. Even if they are not qualified, I'll guide them towards the best solution for their problem.They will leave the call with a positive first impression about my business, if one day they need my, they know where to look.So, really, what's my goal with every first call?Understand if the prospect is a potential good fit for my product/serviceIf good fit, schedule in advance the next steps so I can help them asapIf not a good fit, guide them towards the solution that could work for the use case they are looking for----------> I've also compiled the entire process I use for my calls in a nice cheatsheet you can use for (at least) your first 100 calls ;) -> Feel free to check it here. see hubwealthy.com/wealthy
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