How to build a good prospecting list

outreach call list
George Clay
Just about everybody wants to find good prospect lists.   
But usually like finding a needle in a haystack.
One solution is to build these prospect lists yourself.
It's not for everybody and may not be right for you.
How my approach works and the steps involved for making it successful are explained on this page.
My toolbox for building a good outreach call list  
Learned this in bits and pieces ---- keeping what works while tossing out the bum turns that ended up going nowhere.
But what works for you is what matters ---- so take my suggestions as starting points to get you going in the right direction.
Things you will need ----
A reasonably good contact management program. My favorite --- TeleMagic.
Streamlines list building --- keeps data organized for rapid outreach to best prospects. My TeleMagic review is here. 
One-line directories. Here are a some examples.
Good list company.  (if you get nothing from today's email but this you will be ahead of the game). Accurate Leads ---- Small family owned. Great service. Plus you can test small batches of prospect lists custom built to match your needs. My review of Accurate Leads is here.
Again, it's a process. No magic pill!
An opportunity to learn and collect customer data
Once you get your outreach call list set up, here's something to keep in mind.
Remember, each call provides you with an opportunity to learn about your prospect.
Depending on what information is important to you, you can be filling in the gaps in your knowledge about prospects or getting a read on the state of their business.
So, it's important to let your prospect do most of the talking.

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Recommended reading:

Forbes: New Rules for Prospecting In The Age of The Customer

Also: Harvard Business Review reports on benefits of cold call lead development.

From Harvard Business School On-line:  This On-line learning course sounds interesting 

Just giving you real-world experience you can test yourself. 


George Clay

If you're looking for free leads and how to get them for sales here's what has worked for me and may possibly work for you.

But there are some challenges because you will be creating your leads manually.

And that involves researching your prospects and making sure they fit your niche and therefore are more likely to be interested in whatever it is you bring to the table.

Furthermore, you will have to extract those leads or contacts from on-line directories and manually copy-paste each entry to your CRM so you can build your list from the ground up, one sales lead at-a-time.

Of course, the trick is making sure the data you collect includes things like phone size by sales volume and employee well as contact names and titles for the prospects you want to reach.

Are you thinking this too much work and too tedious a process for you to tackle?

Can't blame you for that, because what I am describing is indeed a process and it does eat up your selling time.

But ask yourself how much time and money you end up wasting on leads you buy from rented lists with contact data that is either outdated or for any number of reasons is stuffed with prospects that do not match your requirements.

Self-reliance is what I'm getting at and when you build your list in the way I am suggesting you are really putting yourself in the drivers yourself more hands-on control on what it costs you to get and keep each customer you bring in the door.

I call it list-building from the ground up with good quality prospects validated as showing an active interest in what you can do for them.

Of course, this is not a quick fix for getting new clients.

Just part of an overall outreach process that puts you in the driver’s seat for taking more control over your professional sales journey.

Do it right and you’ll build a loyal client base that will likely result in more referrals...more repeat business...and more money.

I'll have more to say about how to create sales leads by hand, but for now wanted to get you thinking about this as something you might find really helpful in these days when we all are trying to kick inflation to the curb and anything you can do to accomplish that for better ROI is certainly worth a look.

100 Best Business Development Books of All Time

Forbes: New Rules for Prospecting In The Age of The Customer

Also: Harvard Business Review reports on benefits of cold call lead development.

From Harvard Business School On-line:  This On-line learning course sounds interesting