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

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This document provides tips and resources for small businesses to use when prospecting for new customers. It recommends creating a targeted list of potential customers by determining a company's ideal prospect characteristics like size, location, and industry. It then lists several free and low-cost information resources for researching companies, including government websites that provide company and economic data. The document stresses the importance of informational interviews to learn more about potential customers and their needs before making sales contacts.

Technology

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

Prospecting for success
Making better connections with the
right people
Create/purchase your targeted list
Get smart before contacting prospects

Info-rich prospecting
Government resources
Informational interviews
Company directories
News
LinkedIn.com

But first…

Who is your ideal prospect?
What information do you need?

Company size
Location
Industry
Public/private
Growth
Year of founding
Minority owned
Credit risk
Square footage

Get offline – Interviews
Potential buyers, employees, associations,
experts
Goal: How likely are these people to pay
for my products/services?
Listen!

Find connections
ID hot industries in your
region
ID companies growing
(hiring)
Find similar companies

slideshare.net/marcyphelps
www.phelpsresearch.com/speaking
More tips
ResearchNOTES
www.phelpsresearch.com/researchnotes

www.PhelpsResearch.com

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