What type of research do you typically do before calling a prospective client?
The interviewer is again looking to find out how you will operate if you are chosen for the role. The interviewer wants to know how you prepare for sales calls, specifically when building a new business. Based on your answer to this question, the Interviewer will gain insight into the amount of information you are used to receiving from your support teams versus how much you are accustomed to truly forming your leads solo.
In asking this question, the Interviewer wants a very straight answer. While not necessarily a trick question, as mentioned earlier the Interviewer can sort through your response to find out a lot of information on your prior experiences and structure to see how much training you will need if hired.
To answer this question, think critically about what you would do if you were to cold call a client that you have next to no background information on. You would need to find out basic information - identify the best place to look. Think about how long you would need to really understand a new customer's business and if your approach would then change based on the time available.
By framing your answer with any one of these thoughts, the interviewer will know that you have considered multiple scenarios and therefore have an adequate understanding of what the situation may require and how it could vary.
It's very important to fully address at least one of these scenarios you ideate. When you describe what you'd do for research, talk about the steps you would take and the information you hope to gain from each! Let the Interviewer know the impact that you envision these actions will have to demonstrate the need for each.
Avoid providing vague answers or signaling that you don't usually conduct any research! Even if you don't have prior experience generating your own leads or preparing your own research, provide an answer on what you think would be necessary. Approach it as if you're cooking a new dish: where would you start finding out what ingredients you need and in what order to prepare them. The best answer would not be "the recipe," but instead to check a few different cookbooks or search online for popular websites and links.
"Before reaching out to a prospective client I also make sure I am familiar with their products and services. My first step is typically to do a deep dive into the company's website. I will learn their mission statement and go-to-market strategy. Then, I'll review the products and services that they advertise and begin to imagine where I could add value. I like to have at least a few concepts prepared to present, just in case the opportunity presents itself!"
Community answers are written by other candidates practicing this set. Reading how others frame the same question is one of the fastest ways to sharpen your own.
Anonymous Answer
I like to research what the physician is using prior to me going in for a meeting. Typically what I will do is obtain information from his support staff.
Chad's Feedback
This is a straightforward answer to your approach to preparing for a meeting with a prospective client. However, it would benefit from some additional detail. Elaborate on the type of research you conduct before you call the client. This may include reviewing the company's website, reading recent news articles that mention the company, or reviewing the products and services the company offers. If you rely solely on information from support staff, let the interviewer know the steps you take to obtain that information. I also suggest you remove gender-specific language (i.e. his) from your answer and replace it with an inclusive pronoun, such as the support staff.
Anonymous Answer
Before contacting a prospective client, I like to have a solid understanding of their business, services, products, and offerings. I take a deep dive through online resources - websites, and applications. I like to understand who is on the team and the targeted patient base. I then would aim for opportunities where our products could best serve their needs and value delivery to their patients.
Marcie's Feedback
Nice! It sounds like you have a good process in place to research prospects before contacting them. Which websites do you tend to look at? The more details you can provide, the better. Good job!
Anonymous Answer
In my experience with leading a team that sells in a variety of different verticals, the research completed will depend greatly on the vertical. Sales tools like ZoomInfo, BusinessWatch, and Salesforce are invaluable across the board, yet I might coach my sales rep within higher education to scour prior conversation notes as we learned that key information was obtained by listening to what the client was sharing. For other industries such as staffing, industry blogs were key to staying abreast of real-time industry news. As a result, when working with a team, we applied the "know thy market" approach when gathering information.
Marcie's Feedback
Nice! You come across as very knowledgeable and experienced in conducting research on prospects which the interviewer will appreciate. Mentioning various sales tools is a great idea, and it makes sense that you tailor your approach according to the vertical/type of prospect. Excellent response!
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