The first conversation starts with preparation
You have a name, maybe a company, and your first conversation in a few days. Whether it's on the phone, by email or at the front door: if you know who you're dealing with beforehand, you ask better questions and find common ground more easily.
There is usually plenty of information: the company website, the trade press, social networks. The real difficulty lies elsewhere. Much of what you find has nothing to do with your own offer, and by the time of the conversation half of it is forgotten. To research a prospect before the first meeting, it helps to focus on four points:
What does the company do? Industry, products, location and approximate size.
What might be on your contact's mind? Current projects, job openings or changes in the market give you clues.
Where is the link to your own offer? The more specific, the better.
What remains open? Not everything can be cleared up in advance, especially with smaller companies or people without a public profile. Good questions for the conversation are worth as much as ready answers.
With Fioro
A briefing on the contact, matched to your offer
Fioro searches the web and your company's documents and shows you where your offer fits the contact. You get a briefing on the person and the company with possible needs, points of connection and sources. The coach then adds the contact and remembers everything you tell it about them later.
Tell the coach about your new contact, and it will ask for the rest.
Go through the briefing and discuss how you want to open the conversation.
Play through the first conversation in a roleplay before you get in touch.
Freddy
Your coach in Fioro
I'm meeting Anna Keller from Keller Bau for the first time next week. Research the company and give me a briefing.
Keller Bau. A construction company specialising in renovation and energy-efficient modernisation. (Source: company website)
What might be on Anna Keller's mind. Current job ads for site managers point to growth. A press release mentions a neighbourhood development project in planning. (Sources: job ads, press release)
Point of connection. The energy-efficient renovation fits your offer well.
Shall we prepare an opening for the conversation?
Frequently asked questions
What does a briefing give me if I only know the name and the company?
A name and a company are enough for a briefing with background, likely concerns and first points of connection to your own offer. The Fioro coach asks for whatever else it needs and then adds the contact.
Is researching contacts with Fioro GDPR compliant?
Using professional information about companies and contacts from publicly available sources is normal meeting preparation and unproblematic under data protection law. Fioro searches only publicly available sources on the web, shows every source it found, and is hosted in the EU and GDPR compliant.
How can AI help me research a prospect before the first meeting?
Good preparation keeps you from being caught off guard in the conversation, and an AI can go through public sources and company documents in one step. Fioro gives you a briefing with sources and lets you prepare how to open the conversation straight away.
From the Fioro Method
Put the person first
Chapter 3.1 · Read the chapter
About Fioro
Fioro is the AI coach for sales teams. You practise customer conversations in realistic roleplays and prepare real meetings with a coach that remembers every conversation.
