How to Make List Prospecting Work (1157 words)

B-to-b list prospecting isn't always as easy as consumer prospecting seems to be, but the rewards can be much greater. Starting with good information is key. Know what you can spend, have a list broker help you with your research, test, re-test and then roll out.

Steve Trollinger is senior vice president of client marketing for J. Schmid & Assoc., a catalog consulting company based in Shawnee Mission, KS. He can be reached at (913) 236-8988.