Jan 29 in Sales
How much research do you do before calling?
I am just starting out with my prospecting and I allocated an hour today to start cold-calling. I am planning to offer free on-page as a lead magnet.
I ran a Google search for a particular niche in a nearby city with a population of about 165K. I counted down about 20 results and started looking at potential prospects.
I brought up the first prospect's website and checked how bad their on-page was. It was terrible.
Then I confirmed the CMS platform and how difficult it would be to do free on-page to improve their ranking. They have an Agility site so I had to confirm if that was something I could figure out without hiring someone. I wasn't sure so I moved to the next.
Then, I found myself looking at alternate keywords. Were the keywords I had searched for the most natural for this niche?
By this time, the hour was up and I hadn't made a single call and had to take my next meeting.
Am I doing too much research before I call? Or do I just need to allocate time to research a niche before I start those calls?
Thanks so much. I would love to hear your thoughts!
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5 comments
How much research do you do before calling?
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