In my articles for sales, you will notice that I emphasized doing market research before talking to your client. That is the most important narrative to position yourself as a B2B solution provider instead of a seller. Remember! Prospects want to avoid being sold to, they want to have their problems solved or handled as efficiently as possible within their means. And to provide that solution yourself, you will need to do research!
Today I will share two examples of simple market research that can be executed in 5mins!
Example 1 🡪 Using google “People also ask” Function
This example is very simple, straightforward to understand, knowing what people are reading up on the subject at hand. Take, for example, I want to tap into a specific area of Cybersecurity such as SIEM, and this is what I get from just googling ‘SIEM’:
What is wonderful about this method is that you can quickly browse through what other similar searches have popped up, which can quickly give you a subject matter understanding. Try it!
Just a word of caution: If you open up one of the drop-down lists and it is not closely remote to what you wish to research, it will continue to display such irrelevant results.
Example 2 🡪 [COMPANY NAME] filetype:pdf site:.gov
One of the most interesting methods that I came across is to search for publicly available data related to the company you are interested in. They are usually in the form of PDF or .gov sites. This method usually works best with US companies or with companies active in the US.
You will be surprised sometimes by what you can find on the internet!
Hope these tips can help you research more aggressively to meet your client’s needs!
Have you also got any interesting research methods to share with us? Let me know!
Disclaimer note:
The opinions expressed in this post are those of the author. They do not purport to reflect the opinions or views of ThinkLogic Media Group or any company and their associates.
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