Is it the Prepared Bird that Catches the Worm?

K. Klahn Reporter/Sales

Bayport, NY - If an early bird isn't prepared, they can't expect to catch any worms.  It's true - you can be 15 minutes early to a meeting but forgot the Power Point Presentation at home!

I've recently been reminded of the importance of "prepping" for an interview in my job as a freelance reporter and recognized that it's something I can apply to my 9 to 5 job as a Sales Person as well.

As a Sales Person I am often contacting the same person; at this point the person has become my perspective client and I have written a series of notes on them that I've cataloged (when they are at work/lunch; what products they use; what their husband's name is depending on how well you've gotten to know them it can be very special information).  In a sense, this is a person that I am repeatedly trying to interview (if only they would always come to the phone).

In reporting, there is an Absolute importance placed on "Being Prepared" for interviews; this is not just "knowing what you are going to say". Prepping also entails knowing exactly Who you are talking to and Why you are talking to them. Also, the reporter needs to coordinate When they will be speaking and How that interaction will be taking place (via the phone, in person or through e-mail). A reporter will always Read Up on their Interviewee and find out what that person has been up to - this will also give the article Fresh Perspective. 

"Prepping" is as important as our interview because reporters are often dealing with Very Busy People with Very Busy Schedules. Wasting time is not an option; being unprepared will make the reporter, editor and Paper look silly - which is not ok.

Well if I've learned anything in my past year and a half in sales its that EVERY SECOND we have on the phone with a perspective client needs to be spent diligently.  This means that homework needs to be done the same Fresh Perspective needs to be sought on perspective clients. Also, recognizing that in sales our clients are Very Busy People with Very Busy Schedules may give us insight into scheduling phone or interface time with them.

Knowing that much more about our prospects can make a big difference and the only way to do that is by doing the "Prep Work"