Practical prospecting
Guide 03 / 03
How to prepare for your first sales conversation with a business
Before a conversation, you need verified context, an honest reason for reaching out and a question you really want answered. A short note will help you connect all three.
The Salesnivo team5 min readIn this guide
Verify its activity and contact details
Open the company website, if available. Check what it sells, to whom and in which areas. Look for one fact connected to your offer: its product type, how it serves customers or the scope of its services. This will give you a basis for the conversation.
Compare the contact details you have with the company website. Find collects publicly available data; a phone number, website or email address may not be available for every business. An email address appears if it is available and found. General office details do not automatically identify the person responsible for your topic. If the sources differ, resolve the discrepancy before using the data.
Turn an assumption into a question
Record the fact, its source and the date you checked it. Next, note why it may matter to your offer, then identify what you still do not know. This keeps you from presenting your own assumption as the customer's situation. Even a business that fits well may have an effective solution and no plans to change it.
Suppose you sell transport coordination services. Information about deliveries to several regions gives you a reason to ask how they are managed. It does not establish problems with punctuality, high costs or a search for a carrier. Likewise, the number of Google reviews does not indicate a budget or readiness to buy. Ask about these matters only when the context of the conversation makes them relevant.
Fact → unknown → question
| Verified information | What you still do not know | Useful question |
|---|---|---|
| The company supplies stores in several regions | How it organises transport | How do you currently organise those deliveries? |
| The company describes a new branch | Whether delivery arrangements have changed | Has the new branch affected how you organise transport? |
| The website lists office contact details | Who is responsible for logistics | Who handles delivery arrangements at your company? |
Use only information you have checked. Do not invent a problem to justify reaching out.
Say who you are and why you are reaching out
Introduce yourself, explain what you offer and say why you chose this business. A verified fact explains the reason for the conversation. Speak naturally and be clear about the commercial purpose of your contact.
The example below assumes that you actually provide this service and have verified the delivery information on the website. If you reach the office, start by identifying the right person. Once you are speaking to them and the topic is relevant, ask about their current situation. Listen to the answer before asking another question or making a proposal.
Example opening
Hello, this is [name] from [company]. We help businesses arrange freight transport. I read on your website that you supply stores in several regions. I am getting in touch about our transport services and would like to find out whether this is relevant to you at the moment. Are you the person who organises those deliveries?
A follow-up question for the right person: ‘How do you currently organise deliveries, and what matters most to you when choosing a carrier?’
Let the response guide what happens next
The goal of the first conversation is to find out whether there is something to explore further. If the person describes a need, ask why it matters and what requirements a solution would need to meet. Summarise what you heard in your own words and check your understanding. Then suggest a step that suits the situation: specific information, a proposal or another conversation.
Afterwards, record what was confirmed in your usual work tool. Separate what the person said from your own conclusions. If you agreed to further contact, note its topic and timing; if you did not, do not record it as an agreed task. The campaign in Find lets you return to the business you found, but does not replace your conversation notes.
Three answers, three useful responses
Understand the need
‘What would you like to improve about your current delivery arrangements?’ Agree on the next step based on the answer.
Find out who is responsible
‘Who handles transport at your company?’ Do not assume everyone you speak to makes this decision.
Close respectfully
‘I understand. Thank you for letting me know and for your time.’ Record the outcome without assuming future interest.
Your reusable template
Before and after the conversation
Complete the first four lines before reaching out. Fill in the rest based on the answers.
Company and verified contact details: […] Fact, source and date checked: […] Link to my offer: […] First question: […] Confirmed situation and need: […] Person or role responsible: […] Agreed next step, if any: […] Timing, if agreed: […]