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Finding prospect contact information

How do I get business prospect contact information? 
If you know who your prospects are, the best place to find contact information is the prospect's Web sites. If you don't know the names of your prospects , but you know what they look like -- their industry, for example -- the Internet can be the place to look, by using the search engines.

You can also buy lists of names for different types of businesses. Check with direct mail brokers who sell such mailing lists. You can also find them in the search engines.

Next, look for industry magazines. Most industries publish magazines that focus on that sector and its participants.

Of course, there is also the tried-and-true "shoe leather" approach to research: Spend time actually calling on prospects. This takes longer, but the results are usually higher quality. 
Brain Trust contributor: Author of Hurdle: The Book on Business Planning President, Palo Alto Software
Related Categories: Networking, Selling
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