Building Good Prospect Lists

No magic pill. Just basic sales hunting. Old school but it works!

George Clay

 Building quality prospecting lists includes data entry about each prospect you contact and what your conversation covers during your call.

Building quality prospecting lists
Me doing real-time data entry during the call while key points of conversation are still fresh in my mind.

For me, real-time data-entry is key to building quality prospecting lists.

Key data points to capture include:

Your prospect's interest level in your goods or services.

Identify their needs…learn about existing suppliers… and how YOU can pre-empt the competition.

Ask the qualifying questions to make certain your offer matches their needs.

Learn their “hot buttons” --- what is it you can do for them that matters most.

Use real time follow-up by phone for interacting with your prospect  base and developing their interest in what you can do for them.

REAL time follow-up calls mean you engage your prospects with some inter-active, one to one Q&A.

These calls establish good rapport...forward the sales process..and keep your prospects and your customers from drifting away.

George Clay

Other than your overall general impression with how your call is going there is something I have found effective for prospect qualifying.

Ask a question.

How your prospect answers will indicate if they are a qualified prospect...or a prospect you want to drop.

I find the good prospects not only answer the quesiton but keep on talking and tell me something about what they do and what they need.

Used as part of your introduction this simple question helps you spot good prospects from the not so good prospects.


building good prospect lists
George Clay

My toolbox for building good prospect lists.

A reasonably good contact management program.

My favorite --- TeleMagic.

Streamlines list building --- keeps data organized for rapid outreach to best prospects.

My review of Telemagic is here. 

List building outreach without a good CRM platform is a fool's errand.

So get a CRM you can work an learn the ropes.

Good list company

Accurate Leads ---- Small family owned list company.

Great service.

Plus you can test small batches of prospect lists custom built to match your needs.

My review of Accurate Leads is here.

Research Tool

Entirely optional but worth the cost --- Buzzfile Pro  --- key contact data and company info on companies suited to industry categories you are focused on developing. My review of Buzzfile Pro is here.

Plenty of Patience

Building quality prospect lists takes time and work.

Plus old fashioned persistence --- qualifying and updating your prospect lists with real-time follow-up calls.

It's a process of establishing and then building trust and credibility with your customer and prospect base.

With each call you are gathering and using customer data to improve your interactions with specific targeted customers and prospects...over time and not with a single phone call.

What It Will Do For You

Done well, this process will boost customer engagement and loyalty, plus help your marketing and sales performance.

My Marketing Direct sales outreach process was developed specifically for this type of “hands-on” high-end direct marketing process...and cannot be replicated by mass volume telemarketing.

 Marketing Direct Outreach

More than what a sales rep can do