This month’s Sales Tip is more of a request than a tip for Sales and
Account Managers.
Just Google It!
For the next week, I ask that you spend a few minutes every morning and Google each Customer (both existing and new) you plan to see that day. I know that not all your Customers are active on the internet but those that are will provide you a wealth of information.
Many times you can find their:
- Mission and Values
- Recent News and Awards
- Key Employees
- Location of Branches and Projects
- Projects Awarded
- Industry Associations
- Products and Services
- Job Opportunities
And never forget the “About Us” page on their website. This is where they have their chance to tell “their” Customers all about themselves. As an Account Manager you may not get to see how they communicate and sell to their Customers. The “About” page is a good opportunity.
But don’t stop there. Go ahead and check Facebook, Twitter and LinkedIn to gain information on the company and person you are going to see. This is especially valuable if you are just building a relationship with your Customer or making that initial introduction. (If you are not currently signed up on at least one of these, I encourage you to do so.)
And while you’re at it, go ahead and quickly search your Customer’s competitor’s websites. You may find opportunities you can introduce to you Customer. Heck, you may even find a prospective Customer.
The information you can gather in just a few minutes using the internet is endless.
With this information you will demonstrate your professionalism by being knowledgeable and prepared. You will not be wasting your Customer’s time needlessly fact finding and can begin delivering your value immediately.
I can’t tell you how many times I’ve had Vendors call on us that didn’t have a clue about our Company or what we do. I’m not only talking about rookie Account Managers but seasoned Professionals as well. How good of sales calls do you think those were?
I believe our Customers are asking us to bring them information they don’t already know. They are tired of telling us things we can easily learn (on the internet) with just a little effort.
So for the next week, do me and yourself a favor and Google Search each of you Customers before you make your sales call. This should require no more than a few minutes once you get the hang of it. Then incorporate what you learn into the visit. I think you will see a huge improvement in your results.
Please let me know your results in the comment section below or email me at feedback@wewaonthenet.com.
As of this week you can also reach me on Twitter at @WE_Ward.
Now let’s get out there and over-deliver!
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