Sales

There are all sorts and types of directories around which may tell all about companies and businesses. They also may indicate a likely prospect within the company or business for you to approach. The main branch of you Public Library is the best place to look for the up-to-date version of these directories. Ask the Librarian to help you.

Prospecting for clients and prospecting for mineral deposits (gold) are alike in that they both require that an area or region be explored or inspected for the likelihood that there may be something of value. When you start to prospect you should first determine what location or address is most likely a candidate for more intensive sales activities. This suggest that the larger the area or region you prospect the greater is the chance that something may be discovered. Also, remember the larger the area you select to prospect, the longer the time you will spend in that area prospecting.

One point to remember is this. There are some short comings with using directories but these should not stop you from using them. A plan should be made on what approach to finding possible clients must be followed. The plan should be based upon the economics of finding clients. With that thought the following caveats are submitted.

The problem with using the directories is that they are usually out of date the day the come out. Even leads from business services that specialize in securing and selling up-to-date leads can be as much as six months old. If you took an aerial photograph of your territory today, there is a strong possibility that you could find changes tomorrow. People move. Things change.

Then there is this other minor annoyance. Experience has shown that it is impossible to know just by looking — in a directory, at the business' name, at the type of business, at the front of the business' building — if there is a person within that business that will buy what you are selling. You have to go into the building or office of that business and talk to people! Ask questions! Find out!