Research

Research
Before taking the time and going to the expense of visiting prospective customers, you need to establish certain details that would confirm that they are indeed prospective customers. Using the 180 (or more, or less, depending on your product, targets, and customer need) names of companies you have identified, draft a short questionnaire you will use in an initial telephone contact call to obtain the following information:-
- Their product and how long they’ve been in business
- Number of staff employed
- Preferred method of employment of staff
- Important contact names (attached to positions held) – and receptionist’s name! You need the receptionist to become an ‘ally’ as many managers want their calls screened.
If the company appears to be a prospective customer, then you use the contact names you have already established and make an appointment with the most senior or most likely contact, i.e. the person responsible for recruitment.





Initial Contact
To make the appointment, always do the following:
- Set a clear objective for the call - i.e. to make an appointment, to introduce yourself and your company, to gain information, etc.
- Say where you are from and why you are calling.
- ALWAYS have questions prepared
- ONLY be interested in the customer at this stage.
Know that you will encounter NEGATIVITY. No one is ‘waiting’ for your telephone call! You are interrupting their day! Be patient. Make sure that your interest is truly in the customer’s need and make that clear. Reaffirm your interest and ask for an appointment