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A Top Target List for Successful Prespecting

Target your Business Developement ProspectsFor more successful prospecting cutback on carpet bombing your market. Carpet bombing your prospects might feel reassuring because you can always say ‘we have contacted all these people so we must have done something right’ but carpet bombing people with your offering is not necessarily as effective as it might feel.

However, for many B2B sales, incremental sales and multi-sale longevity your approach can benefit from being targeted, because when you target prospects you can carefully craft your approach. See 50+ Testimonials that support Dan’s work

So create a Top Target List that will help you focus effort while also forcing you to clearly define the type of businesses you do want to work with and those you don’t want to work with.  Look for information about the companies on your list and different ways to connect with the companies  on your Top Target Prospects List.

The list should not be fixed.  For successful prospecting the companies on your target prospect list should be continually reassessed when new information or activity has been identified. Just banging away at the same people will lead to frustration.

The size of your list will depend on; the number of clients you are looking to attract, the size of your market, the number of people you have available to work on the list and the number of companies that match the profile of your target companies.  So be realistic! In addition to new prospects the list should include existing customers whose potential for development has not been maximized.

The Advantage of having a Top Targets List is that you can focus work on the companies it contains and more easily measure results.  Really research the companies, look for contacts on Linkedin, join appropriate Linkedin groups, look for news or articles about the company, talk to network contacts to find connections.

Your list also allows you to be very specific when anyone asks you what you are looking for {networking for instance} you can say “An introduction to the Business Development Director of Kodak” if that is what you are looking for. To which the answer maybe ‘I can’t do that but I do know the Marketing Director of Samsung Imaging … is that any good?’

Ask any motivational coach about achieving success and their answer will include, if you don’t know what your destination is you can’t possibly get there because  you will never know if you have arrived.

BE TOTALLY FOCUSED ON WHAT YOU WANT

As part of the new business focus and customer research I work with clients to build a clearly defined image of existing customers and prospects.  When combined with the strategic objective of the business a profile of potential target companies is created to allow the selection of the Top Target List.

When looking for appropriate prospects it can be useful to keep up with what is going
and who is driving things forward.

BUSINESS ORIENTATED PUBLICATIONS

Bdaily on line
Bdaily Ltd
Spaceworks, Benton Park Road
Newcastle upon Tyne
Tyne and Wear
NE7 7LX
United Kingdom
0191 223 6794
www.bdaily.co.uk
Regional and National business news and views plus much more

Business Quarter
501 Publishing Ltd
Publishing House

Pickersgill Court
Quay West Business Park
Sunderland
SR5 2AQ
0191 386 1133
http://www.bq-magazine.co.uk/
Quarterly magazine about Business in the NE

Contact
Produced by Room 501 Publishing (www.room501publishing)
North East Chamber of Commerce
Aykley Heads
Durham
DH1 5YS
0191 386 1133
www.necc.co.uk
Monthly business magazine for NECC members

North East Times
Accent Magazines 2008Ltd
5-11 Causey Street
Gosforth Northumberland
NE3 4DJ
0191 284 9994
http://www.northeasttimes.co.uk/
Monthly lifestyle magazine Business News Views and Advice

The Journal & Evening Gazette Online
www.nebusiness.co.uk/
Read the latest business news in Newcastle and the North East and financial news for the UK, Newcastle, Teesside and the North East.

GENERAL INTEREST PUBLICATIONS

Accent
Accent Magazines 2008Ltd 5-11 Causey Street
Gosforth Northumberland
NE3 4DJ
0191 284 9994
http://www.accentmagazine.co.uk/
Monthly lifestyle magazine with the line – The Look of the North – Fashion , Food, Motors, Business, Arts

BBC
www.bbc.co.uk/news/england/tyne_and_wear/
Get the latest news from the BBC in Newcastle: Local website with breaking news, sport.

Inside Morpeth
Published by Ian Leech Publicity Services
c/o The Lodge
Carlisle Park
Morpeth
Northumberland
NE61 1YD
Editorial. 07751 156 160
Monthly News and views magazine for the community of Morpeth delivered to residents free.

Living North
Studio 2,
St Nicholas Chare,
Newcastle,
NE1 1RJ
0191 2618944
www.livingnorth.com
Monthly lifestyle magazine for the North East covering everything going on in the area including What’s On, home furnishings and interiors, weddings, health, food, fine art, dates for the diary and fashion.

Morpeth Herald
17 Newgate Street
Morpeth
NE61 1AW
01670 516066
www.morpethherald.co.uk
Weekly newspaper (Thursdays) part of the North East Press Group, primarily focued on Morpeth but other regional information.

News Post Leader
Guardian House
33-35 Park View
Whitley Bay
NE26 2TP
0191 251 8383
www.newspostleader.co.uk
Weekly free newspaper delivered to households in Blyth and Morpeth areas. Part of the North East Press Group,

North East Life
Published by Archant
PO Box 199
Hexham
Northumberland
NE46 9AG
01772 329354
www.northeast.greatbritishlife.co.uk
Monthly lifestyle magazine for enjoying life in the north east including sections on Home, food and drink, the arts, property, people and places, style, out and about, family and travel.

Northumberland Gazette
32 Bondgate Without
Alnwick
Northumberland
NE66 1PN
01665 602234
www.northumberlandgazette.co.uk
Weekly newspaper, part of the North East Press Group with all the Northumbrian local news, events, jobs, property, sport and classifieds, based in Alnwick.

The Evening Gazette online
01642 234 262
www.gazettelive.co.uk/
North East news. Latest news from Teesside, Middlesbrough & across The Teesside area from. Updates on Boro FC and lots more.

The Journal
Groat Market
Newcastle upon Tyne
NE1 1ED
0191 232 7500
http://www.journallive.co.uk/
Northumberland’s county wide daily newspaper, The Journal offers national and local news, weather, sports, classifieds and much more!  Supplements every Saturday include the North East Homemaker and Motoring sections, both comprehensive guides to property and cars for sale.

The Northern Echo
The Northern Echo
PO Box 14
Priestgate
Darlington
County Durham
DL1 1NF
01325 381313
www.thenorthernecho.co.uk/
Part of North East Press Group concentrates on news in and around Durham & Sunderland sport and business covering, Darlington, Durham, Middlesbrough, North Yorkshire, Bishop Auckland, Northallerton.

The Northumbrian
Powdene Publicity Ltd,
Unit 17
St Peter’s Wharf
Newcastle upon Tyne
NE6 1TZ.
0191 265 0244
www.thenorthumbrian.co.uk/
Monthly. The region’s best selling countryside magazine wildlife, walking, history.