How to Research Your Prospects Using Social Media

Thu Jul 24, 2014

Faye Oney

How much time do you spend preparing for that initial sales call? If you think that a Google search and a website visit are sufficient research, you haven’t even scratched the surface.

Of course, AdMall subscribers have access to several databases of business intelligence for local accounts and audiences, for example. However if you are not a subscriber, you’ll need to be a little more resourceful. Have you ever checked out what your prospects are doing in social media?SocialMedia

Your prospects’ social networks are a gold mine of information

How often do you check your prospects’ social activity? By now most SMBs have at least a minimal presence in the social networks. Here are a few tips for getting insights into your prospects’ companies through their online social activity.


See what your prospects are sharing on their timelines. Are they promoting specific products? Many companies use Facebook to introduce new products to their followers. Don’t stop with the timeline. Along the left side of the screen, you’ll see photos and customers’ posts. What are people saying about the company? Make sure you read the reviews. You can glean a wealth of insights from your prospects’ Facebook pages.


Twitter’s timeline can also reveal a lot about your prospects, including potential opportunities. If they’re not tweeting on a regular basis, perhaps they need help with content management. View the photos and click the links that are being shared in your prospects’ Twitter feeds to see what they’re sharing. Look for conversations they’re having with their followers.

Pinterest and Instagram

If your prospects are using these social networks, chances are they’re sharing photos of their products. What types of boards have they created on Pinterest? What are they sharing on Instagram? What are their followers saying about them? Using images they’re sharing in a spec layout can show your prospects that you not only have researched their company thoroughly, but that you came up with a great idea to help market their businesses.

It goes without saying that you should follow your prospects on their social networks. And if you’re not using social media, it’s high time you start – if for no other reason than to learn more about your prospective advertisers so you are better equipped to help them.


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About Faye Oney

Faye is a 20-year media sales veteran. She has a Masters Degree in Marketing from Franklin University and a Bachelors Degree from Miami University.

View all posts by Faye Oney