The four things to check
Four sources, ten minutes, one hook. Then you're done.
The profileGives the role and remit. What does this person actually own, and what can they decide?
The company pageGives direction and news. Where is the company heading, and what's happened recently?
Their latest posts and commentsGive what's top of their desk right now. That's gold for an opening question.
Your own experienceGives the hook: where have you solved exactly what they're wrestling with? That's where the meeting starts feeling relevant.
Ten minutes of research that leads to a good question beats an hour of research that only makes you nervous.
// The hook, not everythingLook for the hook, not for everything
The point of research isn't to know everything. It's to find one relevant way in. Something they wrote, a challenge in their industry, a change at the company. Something that makes the first minute feel like a conversation, not a pitch.
Write down an opening question
Finish your research by formulating one concrete question you want to ask. It shows you did your homework without you having to announce that you did. It moves the focus onto them, which is exactly where you want it.
Same thinking as in the connection request that isn't salesy — a specific way in beats a general pitch every time.
Research doesn't replace courage
Here's the trap. You can research for hours to postpone the hard part: actually taking the meeting and asking the direct questions.
All the knowledge about the client in the world doesn't help if you don't dare to lead the conversation. Research is preparation, not performance. What you do in the room is what decides, and you're the one steering that room.
Do your ten minutes. Find your hook. Then walk in and take the meeting.
// Drive beats one more tabTen minutes, four sources, one question
Check the profile, the company page, their recent activity and your own experience. Write down an opening question — then walk into the meeting instead of reading one more tab.
LinkedCoach helps you prepare smart and, most importantly, take the meetings that actually move the business forward.
Frequently asked questions
How do I research a prospect before a meeting?
Find four things in ten minutes: the person's role and remit, what they seem to be prioritising right now, what they last wrote or shared, and where your offer actually touches something they care about. More than that easily becomes an excuse to avoid the meeting itself.
Where do I find the information?
The profile gives the role and remit. The company page gives direction and news. Their latest posts and comments give what's top of their desk. And your own experience gives the hook.
How much research is needed?
Ten minutes of research that leads to a good question beats an hour of research that only makes you nervous. The point isn't to know everything, it's to find one relevant way in.
What should research lead to?
One concrete opening question. It shows you did your homework without you having to announce it, and it moves the focus onto them — exactly where you want it.