Continuously finding new names of targets to call.
One of the most critical tasks we face if we are responsible for finding the targets and then setting our own appointments is the continuous challenge of finding the names to call. It is a never ending task as targets are continuously removed from the calling list because we determine they are non-qualified or they buy from us.
There are three sources for the names that become Initial Meetings; lead generation programs (usually done by marketing), referrals and/or networking and good old fashioned cold calling. In two of the three, coming up with the ‘list’ to use is key.
We all know about list brokers, Jigsaw, Hoovers, InfoUSA, Sales Genie, etc. But here’s one most of us miss.
Google and the other search engines have a concept called ‘alerts’. We define the search criteria and then the search engine reports back on some predetermined frequency we set. Our targets are looking to get publicity just like we are so their name will show up wrapped in something that will help us qualify them.
One caveat, it does take some trial and error to get the search criteria honed. Don’t give up if the first attempt either gets you a million hits or none. Keep playing with it until it works! It is well worth the effort.
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