Prospecting for Success: Free and Low-Cost Resources for Growing Your Business

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Prospecting for Success: Free and Low-Cost Resources for Growing Your Business

  1. 1. Prospecting for Success: Free and Low-Cost Resources for Growing Your Business Marcy Phelps Phelps Research www.phelpsresearch.com mphelps@phelpsresearch.com November 7, 2013
  2. 2. Prospecting for success Making better connections with the right people Create/purchase your targeted list Get smart before contacting prospects
  3. 3. Info-rich prospecting Government resources Informational interviews Company directories News LinkedIn.com
  4. 4. Info resources Free Low-cost Premium
  5. 5. But first… Who is your ideal prospect? What information do you need?
  6. 6. Company size Location Industry Public/private Growth Year of founding Minority owned Credit risk Square footage
  7. 7. www.bea.gov
  8. 8. http://factfinder2.census.gov
  9. 9. http://lehd.ces.census.gov/data/
  10. 10. Get offline – Interviews Potential buyers, employees, associations, experts Goal: How likely are these people to pay for my products/services? Listen!
  11. 11. CREATE YOUR TARGETED LIST
  12. 12. NOW WHAT?
  13. 13. Find connections ID hot industries in your region ID companies growing (hiring) Find similar companies
  14. 14. Anonymous searching
  15. 15. slideshare.net/marcyphelps www.phelpsresearch.com/speaking More tips ResearchNOTES www.phelpsresearch.com/researchnotes www.PhelpsResearch.com 30

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