customer lists on websites

a tip for selling to businesses

Many companies publish or mention some of their more highly recognized customers on their websites. Call these customers.

First, visit the websites for all of your direct competitors and contact any customers listed on their sites. In many cases, the names of decision makers (typically management) will be listed in the “about” section of each company’s site.

Second, look up your competitors and identify their competitors, and then visit their websites. (See tip #29 for how to look up competitors.) Your competitors’ competitors may be in different lines of business than you. So, you may not consider some of them competition to you because you don’t offer those services.

Third, visit all of your customers’ websites to see whom they list as their customers. You may choose to mention in your communication with these companies that one of your clients is ABC Company. Do not misrepresent this information as a referral. Also, be careful if you mention a company name because you don’t know if the relationship between the other two companies is still positive.

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