Performing Your Due Diligence – Sales 101

Articles, Selling,

What we are about to discuss is applicable for sales, marketing, and job hunting. Different applications, but you are trying to sell something nonetheless. Hell, like it or not, you are all salespeople:) Let’s start with this …

We are living in a world where everyone happily places their personal and professional lives online. I might suggest that they have made the choice to share their profiles and interests with anyone and everyone who will read it. They hope you will read it. They want you to read it.

Yet, while this music is playing, so few choose to actually listen. Why? Beats me. Still, there are very few things that will cause me to shake my head in disgust more than someone who reaches out to me and has no idea of who I am or what I do. Even worse, a lot of these requests come from people who have “viewed” my LinkedIn profile?

When I was doing workshops for job seekers for the Idaho Department of Labor as well as service members mustering out at Mountain Home AFB, I always stressed the importance of doing research on the people and the companies that you will be applying to. I stress that same thing to salespeople who I have trained.

Why? Because you have demonstrated that you are willing to go the extra mile to earn this business or this job and … you will likely be the only job seeker or salesperson who has done this. You are separating yourself from your competition. Sales 101.

A lot of times folks give me queasy looks when I suggest this. They are afraid that they will be perceived as stalkers. B.S.! It is only creepy when you try to hide it. Instead, I announce it! The first words out of my mouth are …

“I wanted to be better prepared for our meeting so I took some time to do a little research on you and your company.” 

Next I will bring up specific items that I found to be interesting and I will ask some questions regarding information that I have uncovered. Without exception, everyone, EVERYONE, has been appreciative of this extra effort! 

Guess what else? If there is a match between my services and their needs, I have an extremely high closing ratio. If you hate losing as much as I do, and this idea is new to you, you might give it a try!

Are you thinking about a CRM? If you would like to explore whether or not Nimble CRM might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. 

To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page. Thank you!

Are you thinking about leveraging AI or advanced marketing in your business? With so many people talking about these things, it’s tough to figure out who to talk to. My area of expertise is Nimble CRM (specifically sales), however, I would be happy to connect you to an AI or marketing professional who I know and trust. Please reach out to me at craig@adaptive-business.com for an introduction!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
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