Hi Everyone, Below I have outlined the best way to find new business.
The target marketing list identification process below is designed to help you quickly identify business-to-business target market lists to use to focus your marketing and sales tasking activities on:
1) Evaluate your past and present customer database for business opportunities. Your existing customer database of past and present project and service customers can be used to identify lists of target opportunities for new products, services, business expansions, or upgrades.
2) Profiling your “Best” customers to Create target market “Clones”. Using your best customers, you will create target market profiles per the guidelines and forms presented in the Introduction to the Industry. The profile you develop will identify what and how your most profitable (best) customers buy and what your business delivery strategy(s) must be to win the business. You will find that your best customers are those that uniquely match your capabilities to their problems/needs, which in turn provides the highest probability of closing at the highest possible profit margin.
3) Creating a list(s) of clone accounts and markets by location. Knowing where your key accounts and target markets are located saves you valuable time and allows you to reduce your account acquisition costs. There are several low cost methods to obtain lists of locations of your selected target markets.
a) The easiest way is to purchase a CD business-to-business database such as one provided by InfoUSA’s “ProCD Select Business 2001”, which allows you to enter your key accounts to identify their SIC code. The program works as follows:
i) Enter the “best customer’s” business name and do a retrieve to find the account in the database and its SIC code.
ii) Next enter the accounts SIC code, and your market geographic area and do a retrieve.
iii) Once a list of companies appears you can then print mailing labels and envelopes or export to a contact management software packages such as ACT#61668;, Goldmine#61668;, or Outlook#61668;.
iv) Using a contact management programs allows you to do direct mail, e-mail, or fax campaigns. To do a fax campaign, it is best to use a fax software package such as WinFax™.
b) The second best way is to use the Internet
i) Look up your customer business type while in website
www.siccode.com to identify the SIC codes associated with that business type.
ii) Next go to
www.infousa.com and click on “Business Mailing Lists”.
iii) Once there, enter the SIC codes of your target audience and geographic parameters.
iv) The list returns with a list count, list purchase price, a preview option, and the option to purchase.
v) If select purchase option you will enter a credit card on a secure site and download the database into your drive of choice.
vi) Once you have downloaded the list you can then import it into your contact manager.
vii) Using a contact management programs allows you to do direct mail, e-mail, or fax campaigns.
Let me know if this helps you.
Tony
How did you find your customers?
Posted - 09/05/2007 : 08:33:19
