take the cold out of cold calling

• Search Right the First Time Every Time• Cut Research Time from 30 minutes to 5 minutes

THE FOURTH “R” Reading, Writing and Arithmetic – if you learn

to communicate effectively, write a good proposal, understand a financial spreadsheet, and manage a realistic budget, the chances are good that you will succeed at business.

Research – In today’s valued-oriented business marketplace research is the tool that truly differentiates one business from the next and one salesperson from the next

A good sales representative has already practiced the “Fourth R” and already knows what the prospect cares about before walking in the door.

Ex. Theodore Roosevelt

SEARCH RIGHT THE FIRST TIME EVERY TIME General Tip #1 - Boolean Searches - +(the

plus sign), OR, -(the minus sign) General Tip #2 – Search an Exact Phrase with

“” General Tip #3 – Combo Search - ex. “vice

president” + “NIC, Inc” + information General Tip #4 – Word Order Matters General Tip #5 – Cached (Bing highlights

words) General Tip #6 – Conduct a Database or “List

of” Search General Tip #7 – Cheat Sheet with Advanced

or Power Search

ADVANCED SEARCH GENERAL TIP #7 OR GOOGLE TIP #8

If you need help perfecting a search use the Advanced Search option. This can be accessed by hitting the gear on the right and selecting Advanced search

Below is the Advanced search box that will appear with suggestions and examples

THE POWER OF GOOGLE Google Tip #1 – Google Search Suggestions(drop down list) Google Tip #2 – Search by Number Range ex. IBM +

“network security” 1997..2002 Google Tip #3 – Amnesia Assistance ex. “vice president of

* at 3M” Google Tip #3.5 – Locating an email address ex.

“*@actifi.com” Google Tip #4 – Company Site Search ex. “marketing

director” site:generalmills.com Google Tip #5 – File and Document Search ex. “donor list”

+ “Kansas City” OR KC site:.org filetype:pdf , marketing + budget filetype:pdf site:garmin.com

Google Tip #6 – Local Business Search (with photos)

Google Power: Unleash the Full Potential of Google by Chris Sherman

THE POWER OF GOOGLE Google Tip #7 – Cool Boolean Searches ex. doctor or

surgeon + “Kansas City” OR KC + “attendee list” filetype:.xls , “chief executive officer” OR ceo OR “chief financial officer” OR cfo OR “vice president” OR vp –jobs site:garmin.com, "healthcare industry" + report + trends OR issues filetype:pdf

Google Tip #8 – Boolean Cheat Sheet – Google Advanced Google Tip #9 – Sort your Results ex. News, Past Week, etc. Google Tip #9.5 – Click “Search Tools”, “All News”, “Blogs” Google Tip #10 – Results by Email – Alerts see next slide

Google Power: Unleash the Full Potential of Google by Chris ShermanGoogle Tip #9 and #9.5 displayed above by hitting Search Tools

GOOGLE ALERTSHTTP://WWW.GOOGLE.COM/ALERTS#

http://www.google.com/alerts# Get updates on a

prospect by setting an alert to receive a weekly email on recent information or news

BUZZFILEHTTP://WWW.BUZZFILE.COM

Search for Company on Homepage

Register for FREE Easy to use list

builder(must be registered)

List provides a link with company information

Another site: http://www.manta.com/mb by industry

INDUSTRY OVERVIEWS – HIGHBEAMHTTP://BUSINESS.HIGHBEAM.COM/INDUSTRY-REPORTS

• Understand prospects industry at a high level and shape proposal around customer’s industry

Other Sites• http://www.asacenter.org/Community/Directories/AssociationSearch.

cfm• http://www.valuationresources.com/IndustryReport.htm• http://www.referenceforbusiness.com/Industries • http://www.insideview.com “Buzz” Tab

BLOGSHTTP://WWW.YOUGOTBLOGS.COM OR WWW.GOOGLE.COM/SEARCH?TBM=BLG

• Search by Company or Person or Topic

• Quickly bone up before going into an appointment

NEWSHTTP://WWW.NEWSLINK.ORG/STATNEWS.HTML OR HTTP://YOUGOTTHENEWS.COM Newslink – is a directory of seachable

newspapers and news sources from around the country

YouGotTheNews – searches thousands of newspapers in one search

NEWS – BUSINESS JOURNALHTTP://WWW.BIZJOURNALS.COM/SEARCH HTTP://WWW.BIZJOURNALS.COM/KANSASCITY/NEWS/

EXECUTIVE BIOGRAPHIES – ZOOMINFOHTTP://WWW.ZOOMINFO.COM/S/

• Another Company Contact site – https://connect.data.com - allows you to trade contacts for credits

LINKEDIN – SALES NAVIGATOR(TRIAL)Additional Contacts

• Use Advanced Search bar on left to filter results by company, location, etc.

PUBLIC LIBRARIES

All it takes is a library card to login and gain access to multiple databasesi.e. Reference USA

SMASHFUSE – SOCIAL MEDIA AGGREGATORHTTP://WWW.SMASHFUSE.COM