How to Prospect More Effectively (1,575 words)

Keep relationships open … always. Develop and maintain a good relationship with the list owners with whom you work on a regular basis. Sometimes, this occurs directly. Other times these relationships are formed through your broker or list manager.

Conclusion

Prospecting requires a good balance of different lists. You need the fresh names that individual outside lists can supply. Although cooperative databases are updated, the member companies may not send their file updates as frequently as they should. What's more, the co-ops select only multi-buyers, while individual outside lists include the single or one-time buyers who also may be good prospects for your offer.