Ryan Dohrn explains how he researches clients before meetings using LinkedIn and the Crystal Knows extension to find personality traits, interests, and shared connections. He avoids Facebook and Instagram for research, calling it creepy, and recommends using what you find to build trust quickly.
Hey friends, Ryan Dohrn here, your Global Sales Coach. How you doing? I love answering your listener questions. Send them in to me, ryan@ryandohrn.com. All right, next one here comes from Tiffany in Nashville. How you doing, Tiffany? And she's asking this, what type of research do you do to connect more deeply with clients? Great question, Tiffany. One of the best resource tools that's out there is LinkedIn. You all know that. Well, what I do is I use the Chrome extension for LinkedIn from a company called Crystal, and more specifically, it's Crystal Knows. Crystal is a predictive technology where they go and they look at the blogs and Facebook posts and social media and things like that of everybody that does something online. My understanding is it started in the Harvard Innovation Lab, and so I'll pull up somebody on LinkedIn. I have the Crystal Knows extension turned on. It'll pop up View Personality, and then I'm able to dig in deeper on people on LinkedIn to find out what they like, what they don't like. But even if you don't want to pay for that tool or turn it on, friends, LinkedIn is a wealth of information. I'm always amazed at the number of people still today that don't have rockstar LinkedIn profiles. So make sure if you're a friend or a fan or a client, make sure you connect with me, Ryan Dohrn, D-O-H-R-N. Look us up on LinkedIn. Let's all get connected. But then recognize when you dig deep on people, you find out about what they like and they don't like and their alumni connections and where they worked and things like that. It helps you build quick trust. So LinkedIn, one of my best things that I use, the Crystal app as a plugin to LinkedIn. But I'm going to be honest with you, Tiffany, I don't do a lot on Facebook and Instagram in terms of research because I find that to be a little bit creepy. I try to stick with LinkedIn as a professional networking status. All right, send in your questions, friends. ryan@ryandohrn.com. Love to coach your team. Love to be a part of your next virtual or live sales meeting. Reach out to me, ryan@ryandohrn.com. And of course, you can find out everything about me and what I can do for your company over at the website, ryandohrn.com. D-O-H-R-N. All right, friends, we'll see you next time.
