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About this lesson
The most successful sales people get as much information about a prospect or company before they make their first connection. In this video, you’ll learn how to do the same.
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Quick reference
Research Your Ideal Client List
To connect with your ideal clients, you need to do some research. Find out more about these clients, so that you can custom tailor solutions to their needs.
When to use
As a sales person, you should always research your ideal client list so you can connect with those clients.
Instructions
Get connected with your clients. In the last video, we made a list of our ideal clients. We know their traits, we know who these people are, we know what companies these are, and we know we want to get connected with them. Next, you need to do some research.
There are a couple of ways to do this.
- Online – Look up your ideal clients on Google, read news articles about these clients, look at their social media and blogs. Use the information you find to get your foot in the door and connect with your ideal clients.
- Mutual acquaintance – Ask someone you know from an association, a friend or a colleague for an introduction to your ideal client or for more information about your ideal client.
- Interview – Do an interview for your blog, create a video, do an e-book, a white paper, or a podcast and interview someone that is your ideal client. This will allow you to find out more about them.
Research allows you to custom tailor your solution to your ideal client’s needs.
Login to download- 00:04 In this video we're gonna continue with step three, get connected.
- 00:09 Get connected with your ideal clients.
- 00:11 Okay, so now we've made a list in the last video of who our ideal clients are.
- 00:15 We know their traits, we know who these people are,
- 00:18 we know what companies these are, we know that we wanna get connected with them.
- 00:23 So next, you have to do some research.
- 00:26 Do some research on that ideal client.
- 00:28 Go online, right?
- 00:30 Go onto Google, Yahoo, Bing.
- 00:32 Put in that company, put in that person's name, right?
- 00:35 Get their information.
- 00:37 There might be news articles you can read about them.
- 00:40 There might be some social media that has some information about them.
- 00:43 Blog, conversation pieces, right?
- 00:45 I remember years ago there was a client that I wanted to get in and
- 00:50 do some training for, okay?
- 00:52 And I was trying everything I could to get in there.
- 00:55 Everything, nothing was working.
- 00:57 And then, I looked online and this person's name came up, and
- 01:02 it turns out they got married in Italy, okay?
- 01:05 They got married in a little town called Amalfi, which is a beautiful town,
- 01:08 if you've ever been there, in the south of Italy, south of Naples.
- 01:12 And it's this wonderful little town.
- 01:15 And there's these 80 steps in the piazza in the main part of the town
- 01:19 that goes up to this church.
- 01:21 And these people got married in that church.
- 01:24 You know what's neat about that?
- 01:26 I got married in that same church.
- 01:29 So now my phone call, came in there I left a voicemail message,
- 01:33 and I'd been trying for weeks to get in touch with this company.
- 01:37 Nothing, no response, anything.
- 01:39 I left a message and said,
- 01:41 hey, I think maybe you and I got married in the same church in Amalfi, Italy.
- 01:45 Do you know that less than 60 minutes later I got a phone call back
- 01:50 with somebody who was super excited to talk to me?
- 01:52 And we were laughing, we were sharing stories about getting married there.
- 01:56 So this stuff works.
- 01:58 Do some research, put in that little extra effort.
- 02:02 That could mean everything for the connection.
- 02:04 And by the way, I didn't end up getting that gig because
- 02:08 they actually wanted somebody to work full time for that company.
- 02:11 That was a better solution for them.
- 02:13 But hey, it got my foot in the door and
- 02:16 opened up that line of communication, okay?
- 02:18 And I continue to do that today.
- 02:20 And I recommend you do it as well.
- 02:22 Go online, do some research.
- 02:24 Next, mutual acquaintance.
- 02:26 Either somebody you know from an association, maybe a friend or
- 02:30 a colleague, okay?
- 02:32 Somebody who can make that introduction, right?
- 02:34 And somebody that you can get some information about this person.
- 02:37 Hey, tell me a little bit about this company.
- 02:38 You've done some work with them, right?
- 02:41 Tell me, what is it that their goals are?
- 02:44 What is their company culture like?
- 02:46 What are some of the things they use to make the buying decision from you?
- 02:49 Okay?
- 02:51 So that's another great way, mutual acquaintance.
- 02:53 You can do an interview.
- 02:55 Because you're out there, you're teaching your clients different things, right?
- 03:00 You're the expert in your industry.
- 03:03 Do an interview with these people, maybe for your blog or for some of your videos.
- 03:07 You can write an eBook with some interviews of some people that you want to
- 03:10 do business with.
- 03:10 People that you respect, people that you look up to.
- 03:13 Maybe some white paper, maybe even a podcast.
- 03:16 Podcasts are so easy to do now.
- 03:19 You can interview somebody that is your ideal client, okay?
- 03:23 And you can find out more about what it is that they do, what their goals are,
- 03:28 and why they're gonna make the buying decision to buy from you, okay?
- 03:32 And you can custom tailor your solution to what that person's needs are.
- 03:35 Does that make sense?
- 03:37 Okay, good.
- 03:38 So let's recap.
- 03:39 Step three, get connected.
- 03:41 You have to research your ideal client.
- 03:44 Research them online.
- 03:45 Google, Bing, Yahoo, whatever it is for you.
- 03:48 News articles, social media, blogs.
- 03:50 Get as much information as you can.
- 03:53 Next, mutual acquaintance.
- 03:55 Somebody in maybe a different industry who's done business with
- 03:58 them that you're friends with.
- 03:59 Or somebody you know in an association, a friend or a colleague.
- 04:03 And next, do an interview with that person.
- 04:06 It can even be a phone interview.
- 04:07 But it could be for your blog, it could be for your videos, your eBook,
- 04:11 your whitepaper, or your podcast, okay?
- 04:13 So make sure you get that information on your ideal client.
- 04:16 Do a little research, it will pay off.
- 04:20 Okay?
- 04:21 Great job today.
- 04:22 I'll see you in the next video.
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