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Tips for finding out things about the customers before you meet them

Do you use the Internet when doing research for customer interaction with the big customer prospects, ie. the customer who can lift your business twice as high if you only get a signature on an order?

Big companies chasing a giant customer always research the customers before they hit them. No detail is too small to not be used as an advantage.

Here are some tips to give you the edge in the field of Business Intelligence.

1. Search for your contact's name in the search engines. Does he/she have an unusual name, you can find great information that is not only professional, but also of a more private nature. He/she may play golf, handball or active in some charity organizations. You're looking for common interests.

2. Vacuum the client's website and look anything that can give you more info on who the client is and about the company. Read old press releases. Study the company closely and make sure that you are exactly what they're looking for in a new client.

3. Check out who links to your customers. Just enter www.yourcustomersname in the search engine and follow the links.

4. Check out your clients 'competitors' websites and see what they believe themselves to be so you can talk freely about them when you meet your customer.

5. Search for more unusual keywords. Search www.yourcustomersname +”our customers” and other combinations to look for current suppliers who brags about having your wishful customer on their customer list.

6. Go to the library - use Product Search to look for articles written about the client you're longing to get.

Everything you can find can be used to your advantage when you present your company to the customer. (Imagine if your own suppliers were that interested in you - what a dream!)

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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"The 5 minute marketer" - the book
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