Description
A phone call that begins with ‘I saw your recent post about supply chain challenges ?? we solve that exact problem and I’d like to show you how at the show’ lands in a completely different category than ‘Hi, I’m calling from XYZ Company and we exhibit at trade shows.’ Context is the difference between a conversation and a cold call, and social media provides that context for free. This engagement defines and trains the pre-call research protocol: what to look at on a LinkedIn profile (title, tenure, recent posts, shared articles, company growth indicators), how to use that information to open with relevance rather than introduction, and how to track research notes in the calling log for reference during the booth meeting when the prospect arrives. Prevents the show-floor embarrassment of not remembering a detail you were told on the phone three weeks earlier.