Business contact information is a necessary requirement for pre qualifying potential clients. There are certain attributes that you want to look for in business contacts so you need to capture and track that information.
Every prospect's file should have a list of his/her business contact information. It doesn't matter how you get the information, it simply matters that you get it. Two common sources for acquiring the necessary business contact are through phone calls and through web site information request forms. These forms can be printed out and faxed to you or sent via pdf.
The important issue to remember when gathering business contact information is that you get the information back before you go on the sales call. The type of information you need to know about your business contacts include these items:
Contact information
Web site URL
The business industry
Number of employees
Number of locations
How many computer users
How many people are on the LAN
How many desktops
How many laptops
How many servers
Brand of PCs they have
Most important software application
Windows and Office versions
Do they use NetWare, Linux, Unix
Do they use a host based system
Define their top 5 computer related problems (list in descending order)
Who supports their PCs and technology today
What is their revenue
How did they first hear about your company
Bottom Line on Business Contact Information
All of this type of information about your business contacts will help you understand the business. You will be able to analyze whether the business is part of your sweet spot. With this type of business contact information you can make sure the company is the right size for your business and that they use hardware and software systems that you feel comfortable supporting.
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