What Can The Research
Call Do For You?
Looking for an easy and effective way to gather market intel-
ligence? Look no further than the research call.
the
Enough About Me, Let’s Talk About You …
Before you ask, no, a research call is NOT a sales call. In-
stead, it’s an opportunity to interview somebody of importance
to learn more about a specific topic. For example, you might
choose to conduct research calls on industry thought leaders,
competitors, providers of related goods and services, and like-
ly buyers; all for the purpose of looking for more information
about your marketplace, a new strategy or … really, almost
anything – that is, as long as you’re not looking to make a sale. As previously mentioned, research calls should never feel
like a sales call. Nobody likes to feel like they’re being sold
something. However, there may be times when the person
you are interviewing expresses a desire to learn more about
you and your business. When this happens, don’t take this
as a green light to jump right into your sales pitch. Instead,
finish the research call that’s already in progress and re-
quest to set up a new time to discuss your services and
how you might work together.
Hello? That’s A Great Question!
Not sure who to conduct your first research call on? Start by
thinking about what you want to learn about and who you
might speak with in order to gain a better understanding of the
subject. Again, there are no rules. (Aside from: NO SELLING!)
Just identify your subject and reach out to them to request a
meeting in person or over the phone. At face value, research calls might appear to be a modest
tactic. But at Rea, they have helped us become a better
business and resource for our clients and prospects. The
key is to use the information you gain from each call to build
and execute your strategy for growth and the best way to
ensure that you are getting the right information from the
call is to make sure you are asking the right questions.
Who Is This?
By Don McIntosh, CPA, CEO,
[email protected]
(New Philadelphia office)
even find that they are actually flattered that you think highly
enough of them to seek out their insights.) Once they grant
the interview, be straightforward, listen intently, ask good
questions, and take time to really understand their answers.
Once you make your call and connect with your research
call target, explain the reason for your call. Getting someone
to set aside an hour of their time to allow you to pick their
brain might seem like a challenge, but you’d be surprised how
understanding and helpful people can be when you’re transpar-
ent with your intentions and respectful of their time. (You might
business of our business
Let Me Tell You More About That …
If you like simple tactics that bring amazing results,
research calls are for you. If you’d like to learn more about
our strategy and how your business might use research
calls in the future, set up your first research call with me.
My number is 330.308.6822.
Questions To Get You Started
• What personal, professional associations
do you belong to, and why?
• What publications or educational resources
do you read?
• Who are the thought leaders and industry
experts you look to for insight?
• What are your thoughts on the direction of
our business?
• What important issues is your business
facing?
• Who else should I consider interviewing for
more insight?
• How do you keep abreast of what your
competition is doing?
• What are you concerned about regarding
disruption in your industry over the next five
years? How do you plan to address this?
Visit www.reacpa.com/episode-60 to learn more about the benefits of conducting
a research call. “Know The Why Before They Buy: Power Your ROI With Research,”
features Mark Fearon, CPA, CGMA, and Kyle Stemple, CPA, CGMA.
This section of The Rea Report is dedicated to providing readers with a glimpse behind the curtain at Rea & Associates.
To read past articles in this series, visit www.reacpa.com/business-of-our-business.
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