The Approach

During the Approach cycle the goal is to find out if there is valid reason to continue on to the next cycle. The first step is to discover the various resources for your best prospecting. One source is the yellow pages; at least it lists all of the current businesses.
Most libraries have access to the InfoUSA database. The database has all business licenses and can be extracted by zip code, area code, size of company or SIC (Standard Industrial Classification) Code. The list will include the CEO, how many employees, how long they’ve been in business and their contact information. The information is free online and you can print out pages with about twenty listings for about ten cents per page if you don’t have access (specific online Libraries) to the database.
There are lists such as a chamber of commerce directory. Most chambers have their member’s lists on line on their websites. There are organizations and associations as well.
One of the best resources is attending events where you’ll find your ideal clients. As an example if you are a coach and work with realtors, attend the realtor associations. If you’re a contractor and are looking to remodel offices when new businesses are moving into their facilities, then you’d want to attend the IFMA, (International Federation of Management Association) events to find out who is working with the companies who are moving. There is an event for every type of organization you could imagine. The organizations can be found by searching online.

During the Approach cycle the goal is to find out if there is valid reason to continue on to the next cycle. The first step is to discover the various resources for your best prospecting. One source is the yellow pages; at least it lists all of the current businesses.  Most libraries have access to the InfoUSA database. The database has all business licenses and can be extracted by zip code, area code, size of company or SIC (Standard Industrial Classification) Code. The list will include the CEO, how many employees, how long they’ve been in business and their contact information. The information is free online and you can print out pages with about twenty listings for about ten cents per page if you don’t have access (specific online Libraries) to the database. There are lists such as a chamber of commerce directory. Most chambers have their member’s lists on line on their websites. There are organizations and associations as well.  One of the best resources is attending events where you’ll find your ideal clients. As an example if you are a coach and work with realtors, attend the realtor associations. If you’re a contractor and are looking to remodel offices when new businesses are moving into their facilities, then you’d want to attend the IFMA, (International Federation of Management Association) events to find out who is working with the companies who are moving. There is an event for every type of organization you could imagine. The organizations can be found by searching online.

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