A prospect list is a directory of potential clients who
could benefit from the products and services of a business. Identifying
prospective clients can be a time consuming task for entrepreneurs but is
essential for establishing a solid customer base. An effective prospecting
system requires planning and organization to ensure each lead potentially turns
into a paying customer.
Step 1
Purchase business leads from a marketing or media company or
identify free lead generation resources from organizations such as the local
small business association or chamber of commerce.
Step 2
List the name, phone number, e-mail address and other
personal information of each prospective client in a client management or
tracking system or spreadsheet. Update the list regularly if the prospect's
personal information changes.
Step 3
Contact the leads and identify the prospects who will most
likely purchase your product or service. Categorize each lead by the prospect's
level of interest in your business. Follow up with the most interested
prospects first.
Website
Step 1
Offer a free report or newsletter on your business website
in exchange for a prospect's contact information.
Step 2
Create an “Opt-In” box on your website or a contact page
that allows visitors to subscribe to periodic updates, news and information
about your business.
Step 3
Collect the contact information obtained from the website
and transfer it to the client management system.
Networking
Step 1
Attend local networking functions and exchange business
cards with business professionals and prospective clients. Gather brochures
from the events and collect the contact information listed on the brochures.
Step 2
Share leads and referrals with other business owners who are
not your competitors but have a similar target market as your business.
Step 3
Visit local businesses within your target market and educate
them on your products and services. Request the contact information of the
prospective businesses that could potentially become clients.
Article From: smallbusiness.chron.com
