How to Make List Prospecting Work

For business-to-business (b-to-b) catalogers, the basic prospecting process using lists consists of several steps. In this article, I’ll focus on three of them:
- understanding what you can spend on a customer;
- identifying the potential prospect universe; and
- using your merge/purge reports.

These general steps include the key elements of getting through list prospecting in a way that gives you the most information and greatest opportunity for success.