Surfing for Prospects

I work for an advertising agency, but salespeople in almost any industry can apply my tip. When faced with prospecting in a new town, I look to the Internet. First, I do a search to find a listing of the Internet Service Providers (ISPs) in the new town. Then, I go to each ISP home page and look for a listing of the clients to whom they provide internet access. Most of these home pages include listing of business clients, a short description of their companies and a link to their home pages. This method enables me to research potential clients in a new market and find out a great deal about those companies. When I pick up the phone to introduce myself, I am informed and ready to talk with the prospect. This idea has certainly helped me grow my business.

Richard Williams

Account Executive

Benton Newton & Partners Advertising<p<Huntsville, AL