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How to arrive prepared and build rapport easily from the start 

 

I’d like to share and encourage you to dive into the next best practice of top performers for our Community Challenge: Learn to Become a Top Seller with Sales Navigator in 9 Weeks.

 

How do you carry out your research before outreach and meetings so that your clients will look at you as a trusted advisor? There can be a lot at stake from the first interaction as you pay attention to their needs and build rapport from the beginning. Sales Navigator makes this preparation work easier for you by guiding your focus on the company and lead search:


 

Week of Jun 12’s tasks:

This week, there are two tasks: Master the best practice and Community action. Everyone has the equal chance of two entries this week. Completing one task below will count as one entry for the second drawing of this challenge, which will happen next Tuesday, July 4. Remember that you must complete all the steps in one task for your entry to count.

 

🔲 Master the best practice:

1.      Visit the one-pager on our Learning Center to familiarize yourself with how you gather insights about your leads and accounts

2.      In the comments below, walk us through your typical way of carrying out research before the meeting and what step you expand your process with according to this best practice. 

 

🔲 Community action:

1.       We would like to hear your ideas for product features and enhancements! Please share them with us by following these steps:

  • Open the IDEAS page in the Community and skim through the latest ideas. 
  • Search for the ideas you have in mind and upvote. Feel free to check this post to learn more about how to do it. 
  • If the suggestion has not been submitted by another Community member yet, please create one by clicking on the “Create a product idea” button at the top of the page. 

 

If you would like to learn more about this Community Challenge or need some reminders on how the challenge works and how to win prizes, visit and subscribe to the intro post.

 

Happy learning and good luck on this week’s tasks!

 

Typically I will start by researching the company account. I’m usually looking at estimated revenue, employee headcount, activity level on their company page (how many posts, followers, etc).

Then I’ll read the company description on LinkedIn to see how they portray themselves.

From here I’ll research the lead. I usually start by looking at their Job title + any description they may have written about their current role.

Lastly I’ll look at any recent posts or activity so I can see what is top of mind for them.

 

I could definitely expand my process by looking more at company alerts to try to determine if there are any relevant things happening at the organizational level.

Thank you for sharing the steps of your pre-work before meeting your prospects. It’s a great flow and I find the context you gave very interesting as in looking into how the company and the lead portray themselves. To sum it up:

Company account:

  1. Estimated revenue,
  2. Headcount,
  3. Recent activity on LI company page
  4. Company description

Lead research:

  1. Job title and description
  2. Recent LI activity

I’m glad you’d like add the “Alerts’ to your precess. Please keep us posted on how it goes, @christopher-cozzolino! 🙌

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