Read the news. Track updates and developments at the clients’ end, on their websites; through press releases; or through the Internet. The information you gather serve as useful conversation-starters. If nothing, this will impress the front desk to give you the CXOs email ID. Watch out for the following signals and then set in motion those cold-calls...
-Your potential client, a company, has raised funds
-Mergers and acquisitions (M&A) – a company acquires or gets acquired. The new management could be willing to change things a bit and this is your opportunity.
-Post M&A restructuring. You might be able to offer services that aid in the restructuring process or help the restructured entity.
-A potential client announces the opening of a new office; or expands his / her manufacturing base.
-The company announces, or you get wind of the fact that, they hired a new executive. Try meeting him.
-A company announces its expansion plan. They are moving to another city and will need to appoint vendors.
-Your potential client has just acquired a big customer, opening up avenues for you.
-A company launches a new product, updates an existing product or stops manufacturing an existing product.