Pre-approach is thorough research done to become more familiar with your prospects. It's necessary to obtain information about them beforehand to increase chances of closing a sale and gaining a new customer.
Think of it as the dates and the "research" one has done before a marriage. They've either looked up the potential partner online (facebook, myspace, digg, etc), asked common friends then tested the waters. That way, you'll more prepared for the encounter, know what jokes to deliver, what turns on your particular date, especially if you want to get serious with them.
Pre-approach is exactly like that. It also shows your respect and consideration for your prospects by knowing their full names and how to address them, how to plan out your presentation for them, knowing their quirks and their nuances.
Pre-approach helps in qualifying prospects. It saves you from wasting yours and your prospect's time. Suppose you've already finished a sales presentation with someone and who seems willing and able to help you out, only to find that they are not the actual decision makers? Any response where you'd express the desire to meet the decision maker may not be taken well by the person and would show your lack of preparation. Suppose you found out at the end of your date, he/she is a close relative? Now that would be really uncomfortable.
Pre-approach also gives you some essential background on how the prospect might respond. Knowing beforehand how to communicate with them will give you the upper hand. Some might see the need for your product but are just too busy to spend time listening to you. Others might be willing to talk but are not really the customers you're looking for. The most challenging types are those who haven't identified their needs yet and also keeps slamming the door at you. So determining how to handle and how to communicate your message regarding your prospect's needs would really be an advantage. Apply that knowledge as well in dating and you'd be able to widen your circle and get to know more potential partners.
Pre-approach also provides a way to easily relate to your prospects. You might share an interest with them, have read the same book, are rooting for the same basketball team. Use that as an opener, pique their interest by genuinely sharing those similar topics, create that small talk.Connect with them as casually as possible. They'll be more open and more willing to listen to you once you've gained a bit of their respect & trust. And that also includes dating.
Blind dates might be fun but for a professional activity, particularly for a sales prospect, that could be a real turn-off. So pre-approach, date around, do your homework and know your prospect.
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