New Business Steps: Gather Your Leads

Once you have defined your new business parameters, it’s time to gather your leads. And of course, you want to catch as many as you can to store them in a user-friendly database.

Selecting The Right Database Software For Your Needs: There are many from which you can choose. Some are free. Some come with a monthly charge and there are software packages you can purchase outright. The point I want to make is – do your research thoroughly and make sure your database is able to meet all of your needs to categorize leads by region, industry as well as print out reports that showcase call reports, next steps etc.

So, where can you find new business leads? You may be surprised at the resources available right at your fingertips.

For Instance:

  • Buy lists by the categories you feel the companies on these lists can benefit from your products and services
  • Subscribe to industry-related publications to stay up-to-date on the industry leaders and “movers and shakers”
  • Use library resources that can supply lists of publicly traded companies all across the country. It’s FREE information!
  • Stay current on the Internet by visiting your target’s website, blog, Facebook information, etc.
  • Be involved in the same organizations your target market is.
  • Visit trade events where you can find many of your target prospects at one location

As you are gathering the key information on all of your prospects and placing the basic information in your database, consider taking a step further for the leads that matter most to you. Develop a profile of the company, the decision maker and any areas of weakness you see where your products and services could provide value to the company. You may want to not only keep this information in a folder on your computer but also have a printed out version of these important company profiles in a 3-ring binder. The binder is easy to use during a status meeting, a pre-business pitch meeting and during updates with a supervisor and/or employer.

Next Steps:
Evaluate, Define Targets By Importance & Develop New Business Collateral

If you have any questions, please let me hear from you. Otherwise, continue to check in soon for my next posting that will discuss the ‘next steps’ I have mentioned above.

“The insight to see possible new paths, the courage to try them, the judgment to measure results – these are the qualities of a leader.”
Mary Parker Follett
American social worker, management consultant and pioneer in the fields of organizational theory and organizational behavior. (Sept. 3, 1868 – Dec. 18, 1933)


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