Get Clients Now! (TM), 3rd Edition

Recipe: Finding Prospects

The best ways to find prospects are by using the pipeline-filling strategies of networking and referral building, public speaking, and writing and publicity, described later in this chapter. This is because these approaches provide you with increased credibility, perceived endorsements, and personal connections, all of which build the know-like-and-trust factor that makes people buy. But you can also locate prospective clients through research techniques if you have done a good job of defining your market niche.

If you need a large number of prospects, you can license a targeted prospect list from a professional list broker or an online vendor of business lists or consumer lists (search the Web for “prospect lists” or ...