researching competitors

a tip for selling to businesses

Identify your customers’ direct competitors and contact them. You can assume your current customers and their direct competitors have similar needs for your product or service.

To identify your customers’ competitors, start with a list of any publicly held customers, or those that are larger and more well-known. Visit Hoover’s, Yahoo! Finance, Google Finance, or ZoomInfo (see tip #16) to research these companies. Generally, the basic information displayed in the company profiles includes a list of top competitors. Contact these companies.

Then conduct the same search on each of the competitors listed to identify the competitors’ competitors.

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