Every prospect's file should have a list of his/her business contact information. It doesn't matter how you get the information, it simply matters that you get it. Two common sources for acquiring the necessary business contact are through phone calls and through web site information request forms. These forms can be printed out and faxed to you or sent via pdf.

The important issue to remember when gathering business contact information is that you get the information back before you go on the sales call. The type of information you need to know about your business contacts include these items:

Contact information

Web site URL

The business industry

Number of employees

Number of locations

How many computer users

How many people are on the LAN

How many desktops

How many laptops

How many servers

Brand of PCs they have

Most important software application

Windows and Office versions

Do they use NetWare, Linux, Unix

Do they use a host based system

Define their top 5 computer related problems (list in descending order)

Who supports their PCs and technology today

What is their revenue

How did they first hear about your company

Bottom Line on Business Contact Information

All of this type of information about your business contacts will help you understand the business. You will be able to analyze whether the business is part of your sweet spot. With this type of business contact information you can make sure the company is the right size for your business and that they use hardware and software systems that you feel comfortable supporting.

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