At The Rafters Group, we need to keep up with a lot of business news. In fact, at any given point, we can be targeting and closely monitoring over two-hundred potential clients. This means, we need to know what is going on in their company, their industry, and their world. Additionally, there are certain triggers that will make them more interested in hearing our pitch. Spending time thinking about what motivates a prospect, both professionally and personally, and setting up Google alerts to keep vigil for you, can be a life-saver.
In general using Google to find information isn't hard. However, building a filter that will sift out all the information you can't use is an art.
1) Use the + (plus) and - (minus) signs to combine search terms and reduce search results, respectively. Here is an example...yesterday I was searching for the person who might be the key anti-counterfeiting and brand protection contact at companies. In order to find the person I used the following string:
"Vice President" + "Anti-counterfeiting" +"company name"
It returned EXACTLY what I wanted.
2) Use quotes to search for EXACT phrases, see above example and try it yourself.
3) Think about trigger events as changes that improve your chances of getting in the door with a particular client. What events might help you? Merger? Acquisition? New product launch? Then, write your alerts with that in mind.
4) Use your target list as a starting point. Even creating alerts for "Company name" + "CEO name" is a start and will get you SOMETHING...
Email us (kgill@raftersgroup.com) if you want to learn more about Google alerts. We can help you figure out how to set up the alerts, what to comb the market for, and how to hone your searches to get more and more specific information. We run a half day workshop on relevant messaging and effective research. Happy hunting!
The Rafters Group...because rafters uplift, support and reach for the sky. Helping solve business problems through short-term engagements. Creative problem-solving for hire. Email me at TheRaftersGroup@gmail.com to learn more.
Testimonies:
“Kristen Gill possesses drive, intelligence, creativy, and a total commitment to success. When I worked with her, I found that her high energy and dedication fueled all the projects she worked on.”
Doug Heppner, Area Vice President, TAC Worldwide Companies
“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners
“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005
“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007
Doug Heppner, Area Vice President, TAC Worldwide Companies
“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners
“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005
“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007
Kristen Gill
Principal, The Rafters Group
Business Development and Sales expert with over a dozen years of experience. I am able to help companies figure out how to increase the quality of their sales pipeline and improve their messaging to the marketplace. An engagement with The Rafters Group helps companies in their penetration of net new strategic accounts within their market and improves their overall sales effectiveness. Additionally, together my clients and I:
1. Help generate interest with new high-level target executives
2. Bring in qualified opportunities and increase understanding of prospect needs
3. Increase revenue pipeline and market penetration
4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)
5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level
1. Help generate interest with new high-level target executives
2. Bring in qualified opportunities and increase understanding of prospect needs
3. Increase revenue pipeline and market penetration
4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)
5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level
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