Step 2. Make a Local List

Take a piece of paper and number it from 1-100. As you start meeting new prospects you will want to continue to add to this list. Add people you think could use your products. Even add people you don’t think will buy. This is your master list and is very important to start right away.

  1. Make it a goal to add to this list every day.
  2. Do not remove people from the list ever (unless they are deceased)
  3. Categorize your list. What type of customer do you think they will become (dealer, pc, ROTS, Commercial or catalog)
  4. The faster you build your list the faster your business will grow.

You can also create a document in Excel. Feel free to download the one we created here.

Use your local Yellow Pages, Google, Chamber of Commerce lists, Business groups, local newspaper business advertising sections, etc.  Look at your cell phone address book (who do you already do business with?)

Write down the company name, telephone number and leave a space to put the name of the owner or decision maker.

You will want to sort your prospects by category. Dealer, Preferred Customer, Catalog Customer, Commercial and Retailer/Installer.

We have also created an individual prospecting sheet. You could print out 100 of these sheets and put them in a 3 ring binder. Then setup tabs based on the type of account. Learn how to use the Ccustomer Prospecting Sheet then download the sheet and begin using the Customer Prospecting Sheet.