PrintThere are many ways to build a prospect database, but none can add new prospects as quickly as buying a list. Still, these methods are worth trying since they don't cost much and they generally result in better prospects than commercial lists. In addition, unlike buying rights to use a commercial list, leads you generate yourself belong to you completely. You can use them however you see fit.
Use these five techniques to build your own prospect database:
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The old-fashioned cold call is a surefire way to build a database of leads. But don't stop there. Remember that every time a person on your staff comes in contact with a prospect, his or her information should be added to your leads database.
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Join prominent community organizations: chambers of commerce, convention and visitors' bureaus, and charitable groups. Participate in community events where you can reach your target market.
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Cross-pollinate with businesses that target similar markets. Some examples include: a hair salon and a clothing boutique, or an accounting business and a law firm. Share lists, swap brochures and promotional materials, offer discounts to each other's customers, or cosponsor events, such as an educational seminar for clients of both businesses.
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Provide registration cards at events, and conduct periodic surveys. These are also good ways to beef up your prospect list.
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Business card fish bowls at trade shows and other registration tactics are other ways to capture information on prospects.