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Targeted marketing stage 2:
What you need now are lists of prospective customers in your chosen market sectors. There are many sources of lists, some being better than others.
If you are
reasonably computerised in your operations (e.g. you can use databases
or contact tracking software with mailmerge facilities) try to get lists
which are available on disk (or, increasingly, on CD-ROM).
a few sources to try (there's a bit of a UK bias here :-) )
Pages: Good because they are in industry categories, but weak
because they are often at least a year out of date, there are no named
contacts and (in the UK, at least), postal codes are missing.
directories: .. such as Kompass and Dun & Bradstreet. Chambers
of Commerce and town authorities also sometimes make available lists
of local companies, categorised by industry. Business directories sometimes
have named contacts listed for each company.
directories: There are literally thousands of trade directories,
most of them highly industry specific. In the UK, check out the Directory
of Directories in your local reference library.
help on this topic...
find further help on this topic, or closely related issues,
in the side columns on this page..
list brokers: These are our favourites for three reasons:
are often reasonably up to date - if you deal with a reputable mailing
often contain supplementary information on contacts, number of employees,
turnover - which helps you to assess the size of the prospect.
lists are available on computer disk format (specify comma-delimited
format when ordering - that's often the easiest to handle on databases).
Two good sources in the UK are Business Pages (01753 583311) and
MarketScan (01243 786711)
show and exhibition catalogues: specific trade shows often
have good catalogues of exhibitors, who may be relevant to your market
sector. You can sometimes get back numbers of catalogues from the exhibition
organisers. The Exhibition Bulletin (+44 (0)20 8846 2743) is
available in both a print and an online version: www.eventservicenet.co.uk
welcome other sources of names which you might have found useful in the