3 Simple, Easy-to-Implement Steps for Building Out a Prospect List

Gary Wellington
|
May 18, 2017

You’ve gotten everything ready to go—you know how to get in the door, you’ve put together a perfect pitch, and you know how to close. The only thing left? Actually finding the person to pitch to.

Unfortunately, people, or at least, the right people, can be hard to track down.

Many in sales will spend days trying to locate contact information, only to find themselves talking to a low-level employee, or worse, standing outside of an unoccupied building.

This is where knowing how to develop a prospect list comes in handy. This list—complete with the names and contact information of potential customers—will save you hours upon hours of time looking for leads while simultaneously increasing your chances of getting the sale. 

That is, if you do it right.

Your prospect list, if put together correctly, will increase production while cutting time. You’ll gain confidence knowing that every call you make or meeting you set up is with someone you know will be likely to buy from you.

Of course, this list won’t make itself. It can be essentially a treasure map for you once it’s put together, but it takes a bit of work to get it right.

Luckily, that’s why we’re here. Below, you’ll find the three most useful steps you can take to build out a quality prospect list.

1) Know Your Market

As with every action you take in business, a knowledge of your market is essential. Know who you are, what you offer, and who will want what it is you offer.

From there, you’ll have a guide as you search for prospects. It will narrow the field and help you zero in on the individuals or businesses that will be most likely to buy from you, and it will inform how you as to how to develop a prospect list.

2) Network

Ah, networking. While it can sometimes feel like a necessary evil, making organic connections with prospects can lead not only to sales, but profitable and valuable business relationships.

Take advantage of every opportunity that arises in your area to network with people in fields that could benefit from your product. You don’t have to constantly be pitching your product to them, but the advantage you gain from actually being out there, interacting, and integrating yourself into the community that surrounds your product is invaluable.

3) Work with a List Provider

We’ll give you a recommendation as to the best list provider out there, but to be fair, we’re a bit biased.

Hint: it’s us.

As much as you want to be out and about, forming connections and hunting down leads, you can only be in one place at a time, and there’s only so much time in a day. Working with a list provider, like SalesRipe, will connect you with hundreds, if not thousands, of high quality leads.

And of course, once you have the leads, you already know how to benefit from them.

Wrapping Things Up

Working in sales is not easy. Every day is a grind, and some days result in a big old bowl of nothing. Your prospect list helps ensure that those days are few and far between.

As you put together your arsenal of skills and resources, make sure to include a good prospect list among them. This list will become a compass of sorts for you; a go-to guide to getting a sale.

We know that you put in the work necessary to be successful in sales, and we want to see you achieve all the success you deserve. Let your prospect list guide you through the peaks and valleys of sales, and you’ll always come out on top.

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