Researching in advance of the meeting will help you build rapport with the prospect. Everyone likes to talk about things that are important to them.
Are you a client of theirs?
If you or your company are a customer of the prospect, this may provide an added incentive for them to become a customer of yours, especially if your competitors are not a customer of theirs.
What do you have in common?
This can be anything from sponsoring the same charitable causes, facing similar business challenges, being fans of the same sports team, having attended the same school, etc. Commonalities are a great conversation starter and will allow you to build rapport with the client.
Are some of their locations already buying from you?
Find out if there are people in their company that have already experienced buying from your company. They may be able to provide feedback to your contact about your product or service.
Recent News: changes, initiatives, expansion plans, new product lines, etc.
This again is another great conversation starter. It will let the client know that you have a genuine interest in what’s important to them. It may also help with your pricing strategy, i.e., the company plans on opening a new office that will require all new stuff!
Relationships: former employees, people you know that work there, etc.
See you know anyone working at your company that is a former employee of the prospect’s company. You can find this out by asking around and by using the advanced search features on LinkedIn. This person may know something about the inner workings of their former employer. They may know the company lingo or could be friends with the person you’re going to see. Likewise, see if anyone currently working for the prospect’s company is a former employee of your company.
Personal Information: What are they interested in? Where have they worked?
You can find a lot of this information on social media. Wouldn’t it be great to start the conversation by talking about something this person cares deeply about?
Learn their buzzwords.
Wait until you see their faces light up when you use one of their company acronyms or mention the nickname of their new company project. You can find this by reviewing their website, reading publications about their industry, setting up news alerts, etc.
What history does your company have with them?
Are they a former customer? Has your company bid on their business in the past? It would be helpful to know the details before going into the meeting.
Which customers of yours are in their industry?
Name dropping some customers that are in their industry will show that you have experience working with companies that have similar needs. Be careful with this one. Some people genuinely hate their competitors and may not be happy if you’re doing business with their enemy.
