Tuesday 16 February 2010

Whether a referral, warm introduction, or cold contact, your first step to connect is always to do some preliminary research. Why? Three reasons:

  1. What you don’t know can and will hurt you.
  2. It sets the stage for intelligent, cogent discussion.
  3. It gives you the ability to personalize and humanize your conversation and make a true personal connection.

Conduct a Google search using keywords that identify with your prospect. For example, if you are meeting with an interior design head in Chicago, a search using “Chicago Interior Designers” yields the website of the Interior Design Directory of the Illinois Interior Designers, as well as several local and regional interior design merchants in Illinois. Drilling down for a few minutes gives you great insight into their world (issues, lexicon, etc.). Searching their name individually also yields key insights about them. Their contribution to and involvement in the community are readily available online.

To discover more keys to unlock doors of opportunity in this post crisis era attend one of our upcoming Regional Conferences on February 23 & 25.
With seven weeks already gone, it is not too late to make 2010 your best year yet. Come spend a day with my team and me at one of our Regional Conferences.

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