CASTING A WIDE NET
Once you and your A-Team determine your prospect criteria, you can start finding companies to fill the funnel and rate them according to the criteria. Your goal is to cast a net far, wide, and deep in order to establish the largest possible pool of initial candidates in your target market. At this early stage, you want to avoid unintentionally excluding any viable companies. Needless to say, the primary focus is on not-for-sale companies, a far bigger population than the minority of businesses actively seeking a buyer.
Your initial prospect list usually comes from a few different sources. First, you can include the companies you uncovered during your market research. In Chapter 5, I recommended you make note of any promising ...
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