A couple of days ago, I answered a sales call that went something like this:

– Customer: “I got an email from your company and I’d like to learn more about your products.”

– Me: “Sure, I can help you with that.”

– Customer: “What do you guys sell, again?”

After that, I proceeded to repeat the info that was plainly stated in the email that the customer already had right in front of them. I don’t mind helping people better understand our products. But it never bodes well for the relationship when the caller can’t even take the time to figure out who they’re calling.

With this in mind, here are a few tips for sounding like a smart and knowledgeable customer when you call up a potential vendor:

– Know the name of the company that you’re contacting

– Know the product line you want to learn more about, or be prepared to describe the need you’re trying to solve

– Have a list of questions to ask the person on the other end of the line

By spending a few moments preparing for the first conversation, you’ll come across as a smart and savvy customer and will be more likely to get the information you need, while building the foundation for a strong long-term relationship with that vendor.