Do we do research on the potential client or supplier? Is that the question?

If so, I don't do anything different with offline or online prospects. I find out everything I can about the business owner before contacting them. It's like going to an interview being fully prepared.

In the UK, if I'm meeting a company I'll gather data about their business as usual from talking with the Director(s)/Owner(s), their website and any other online sources.

We're also lucky enough that we can order a copy of accounts from Ltd companies via Companies House (the UK registrar of companies). It costs me £1 per document and I only really need a copy of their accounts and a list of directors, so I can ensure that I'm speaking to the right people and get an idea of their trading history/where they might need help.

I think you can never be too prepared for a meeting with a client

Always try to prepare before you meet with a business owner. It becomes easier with experience.

Also, try staying with one niche for a while.

Example: Focus on chiropractors for a while, then restaurants, etc.

This way, you will understand what they need and more importantly; what YOU CAN SELL THEM!

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