take the cold out of cold calling
TRANSCRIPT
• Search Right the First Time Every Time• Cut Research Time from 30 minutes to 5 minutes
THE FOURTH “R” Reading, Writing and Arithmetic – if you learn
to communicate effectively, write a good proposal, understand a financial spreadsheet, and manage a realistic budget, the chances are good that you will succeed at business.
Research – In today’s valued-oriented business marketplace research is the tool that truly differentiates one business from the next and one salesperson from the next
A good sales representative has already practiced the “Fourth R” and already knows what the prospect cares about before walking in the door.
Ex. Theodore Roosevelt
SEARCH RIGHT THE FIRST TIME EVERY TIME General Tip #1 - Boolean Searches - +(the
plus sign), OR, -(the minus sign) General Tip #2 – Search an Exact Phrase with
“” General Tip #3 – Combo Search - ex. “vice
president” + “NIC, Inc” + information General Tip #4 – Word Order Matters General Tip #5 – Cached (Bing highlights
words) General Tip #6 – Conduct a Database or “List
of” Search General Tip #7 – Cheat Sheet with Advanced
or Power Search
ADVANCED SEARCH GENERAL TIP #7 OR GOOGLE TIP #8
If you need help perfecting a search use the Advanced Search option. This can be accessed by hitting the gear on the right and selecting Advanced search
Below is the Advanced search box that will appear with suggestions and examples
THE POWER OF GOOGLE Google Tip #1 – Google Search Suggestions(drop down list) Google Tip #2 – Search by Number Range ex. IBM +
“network security” 1997..2002 Google Tip #3 – Amnesia Assistance ex. “vice president of
* at 3M” Google Tip #3.5 – Locating an email address ex.
“*@actifi.com” Google Tip #4 – Company Site Search ex. “marketing
director” site:generalmills.com Google Tip #5 – File and Document Search ex. “donor list”
+ “Kansas City” OR KC site:.org filetype:pdf , marketing + budget filetype:pdf site:garmin.com
Google Tip #6 – Local Business Search (with photos)
Google Power: Unleash the Full Potential of Google by Chris Sherman
THE POWER OF GOOGLE Google Tip #7 – Cool Boolean Searches ex. doctor or
surgeon + “Kansas City” OR KC + “attendee list” filetype:.xls , “chief executive officer” OR ceo OR “chief financial officer” OR cfo OR “vice president” OR vp –jobs site:garmin.com, "healthcare industry" + report + trends OR issues filetype:pdf
Google Tip #8 – Boolean Cheat Sheet – Google Advanced Google Tip #9 – Sort your Results ex. News, Past Week, etc. Google Tip #9.5 – Click “Search Tools”, “All News”, “Blogs” Google Tip #10 – Results by Email – Alerts see next slide
Google Power: Unleash the Full Potential of Google by Chris ShermanGoogle Tip #9 and #9.5 displayed above by hitting Search Tools
GOOGLE ALERTSHTTP://WWW.GOOGLE.COM/ALERTS#
http://www.google.com/alerts# Get updates on a
prospect by setting an alert to receive a weekly email on recent information or news
BUZZFILEHTTP://WWW.BUZZFILE.COM
Search for Company on Homepage
Register for FREE Easy to use list
builder(must be registered)
List provides a link with company information
Another site: http://www.manta.com/mb by industry
INDUSTRY OVERVIEWS – HIGHBEAMHTTP://BUSINESS.HIGHBEAM.COM/INDUSTRY-REPORTS
• Understand prospects industry at a high level and shape proposal around customer’s industry
Other Sites• http://www.asacenter.org/Community/Directories/AssociationSearch.
cfm• http://www.valuationresources.com/IndustryReport.htm• http://www.referenceforbusiness.com/Industries • http://www.insideview.com “Buzz” Tab
BLOGSHTTP://WWW.YOUGOTBLOGS.COM OR WWW.GOOGLE.COM/SEARCH?TBM=BLG
• Search by Company or Person or Topic
• Quickly bone up before going into an appointment
NEWSHTTP://WWW.NEWSLINK.ORG/STATNEWS.HTML OR HTTP://YOUGOTTHENEWS.COM Newslink – is a directory of seachable
newspapers and news sources from around the country
YouGotTheNews – searches thousands of newspapers in one search
NEWS – BUSINESS JOURNALHTTP://WWW.BIZJOURNALS.COM/SEARCH HTTP://WWW.BIZJOURNALS.COM/KANSASCITY/NEWS/
EXECUTIVE BIOGRAPHIES – ZOOMINFOHTTP://WWW.ZOOMINFO.COM/S/
• Another Company Contact site – https://connect.data.com - allows you to trade contacts for credits
LINKEDIN – SALES NAVIGATOR(TRIAL)Additional Contacts
• Use Advanced Search bar on left to filter results by company, location, etc.
PUBLIC LIBRARIES
All it takes is a library card to login and gain access to multiple databasesi.e. Reference USA
