Business contact information is a necessary requirement for pre qualifying potential clients.  There are certain attributes that you want to look for in business contacts so you need to capture and track that information.

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.

In this article, you’ve been introduced to business contact information. To learn more about how you can improve your knowledge about business contact information, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.