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The Google Effect - Learn About Your Prospect Before the Appointment

The Google Effect
Learn About Your Prospect Before the Appointment!

Do you know enough about your prospects and potential strategic partners when you meet for that first appointment?

The Internet can tremendously aid your business in many different ways. One of the great benefits is Google, the world's leading search engine, aptly located at http://www.google.com/. This search engine allows you to access a wealth of information about people-possibly those with whom you seek to form a relationship. Use this utility to research backgrounds on individuals prior to meeting with them.

As sales people, we've been told, "Use your mouth less and your ears more," especially on the first few appointments. That gives us a clearer view of our prospective clients' and referral partners' hot buttons.

Often, because of our insecurity as sales people, we present our sales pitch too aggressively. We essentially toss darts at a dartboard and hope to come close to hitting the bull's eye. That's where Google comes in handy. Consider the value of walking into an appointment, armed with the knowledge of a prospective client's goals and interests.

Many people have Web pages loaded with personal information about their family, their hobbies and their successes. The more data you gather about your contacts, the better you can tailor your presentations to suit their needs and desires.

By doing a little preliminary research, your interactions will dramatically improve. This will lead to an increased conversion ratio from prospect to client.

Here's another hot tip! Would you like a quick listing of all the professionals in a certain field in your area? Try http://local.google.com/, and put in the name of the profession (for example, "CPA"), along with your zip code. Google combines search data with Yellow Pages references to compile an amazing list of professionals, including business phone numbers, addresses, as well as links to their websites. You can use this information to develop strategic partnerships in a variety of fields.

Look for more Business Boosters about efficient methods I use to manage my business and provide stellar customer service! Visit me on the web at www.1stmetropolitan.net

GoogleTM is a trademark of Google Inc. Dave Savage, co-founder of Mortgage Coach, is credited with the idea of using Google in this capacity.

For help or questions contact:

Joe Gonzalez

Senior Loan Consultant -  NMLS #126036
GMH Mortgage Services, LLC
625 W. Ridge Pike, Building C, Suite 100 | Conshohocken, PA  19428 | Direct: 610-355-8039 |  Cell: 610-739-6563

FHA Jumbo Loan, Mortgage King Of Prussia   FHA Jumbo Loan, Mortgage King Of Prussia   FHA Jumbo Loan, Mortgage King Of Prussia

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Comment balloon 4 commentsJoe Gonzalez • March 12 2008 03:50PM

Comments

I do that Google thing
Posted by Jane Wallace, CRS | SRES, Denver Real Estate (HomeSmart Cherry Creek) over 11 years ago
The Google thing works.  Bottom line is are we working it like it is supposed to be. 
Posted by Joe Gonzalez, NMLS# 126036 (610) 739-6563 (CrossCountry Mortgage, LLC NMLS #3029) over 11 years ago
More of our clients are googling us prior to meeting.  As you point out, it is also helpful to be able to do some research and be better prepared for a client meeting...google can be a tool to assist with this.
Posted by Lola Audu, Audu Real Estate~Grand Rapids, MI ~Welcome Home! (Lola Audu~Audu Real Estate~Grand Rapids, MI Real Estate) over 11 years ago

Google is the way to go.

 

Patricia Aulson   Hampton NH Real Estate     Portsmouth NH Real Estate 

Posted by Patricia Aulson, Realtor - Portsmouth NH Homes-Hampton NH Homes (BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate ) over 11 years ago

Participate