Business Sales Tips

Going In Blind (Don’t Do It)

Do Your Research!

Going In Blind

In the past couple of weeks, I was simultaneously flattered and floored on two separate occasions.  These were both glaring examples of why going in blind in sales is bad.  And I was compelled to share.

Both of these events occurred within the realm of LinkedIn, but they could have happened anywhere.  It seems that my LinkedIn Profile had attracted some fine folks who felt I had a need for their products and services.  Looking at their bios and websites, I was flattered that these successful folks took an interest in me, whether they were trying to sell me or not.

Both instances however threw me for a loop.  These people had reached out to me in order to sell me a service based on info in my LinkedIn profile.  Both started with a chat dialogue.  Both led to discussion of my podcast and my books (which they didn’t even know existed).  Each of these conversations was solid and truly keeping the momentum moving toward a close of some sort, be it for a future appointment, or to sign me up.  Here is where they lost me.  Rather than spend the time necessary (seconds in this instance) to figure out what the podcast and books were about, both pitchpeople were oblivious to it.

OK…  I’m no celebrity and don’t expect anyone beyond my small circle to know who the hell I am, but if you reached out to me because you felt I was a match for your product or service based on the info in my public profile, shouldn’t you know what the heck I actually do?

Follow The Links

I mean, I am fairly certain it’s right there, right?  Aside from me needing to update the book cover image, the very same profile you used to find me had the info you needed to flatter the crap out of me.  Instead, going in blind was their modus operandi.

Here’s how I would have done it if I wanted to be slick:

  1. Google the podcast.  Read the episode descriptions on iTunes.  Mention how I love the back and forth between hosts (what podcast w/ multiple hosts doesn’t have witty banter?) and the holiday episodes were helpful and on point.  They are what made me subscribe. (time needed to do this, 0:30)
  2. Google the book (Google is your friend).  Read the description on Amazon and download a copy on Kindle Unlimited for free.  I’d then mention that I had a copy of the book on my shelf and will drop a review once I read it.  (time needed is about one minute)

So with 90 seconds of work and no out-of-pocket, I’d be able to avoid going in blind, flatter the hell out of you, and increase my chances of a sale tenfold.

It’s been said dozens of times in my books, on the podcast, and by countless other respected advisors.  If it’s worth doing, it’s worth doing right.  If you think your prospects aren’t doing research on you, you’re a fool.  Why shouldn’t you know as much about them upfront as possible?

You better believe I dug a little deeper on these two jokers before writing this and I feel great calling them jokers, since there is ZERO chance they’ll read this before they try pitching me again, since I already know they don’t do their research.

Like what you’ve read? For more great info check out Scott Fishman’s  books here on Amazon & Audible.



Scott Fishman
With over two decades of experience as a sales professional, Scott has seen it all. Not only has he been consistently at the top of his field, but he has helped to train, coach and mentor an entire new generation of sales professionals as well. It's time that Scott has shared his expertise with the world. It started with The Seven Minute Sales Minute podcast and continues with The 30 Minute Sales Coach Books. Scott is excited to share his knowledge with you.
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