Search your local business list and choose listings that appeal to you — one you relate to and have an interest in. Search for those you want to concentrate on; have a plan and a procedure to follow to obtain the information you desire. This is doing your homework; have an end in mind when you start in your quest to add prospects and turn them into clients.
This is just another source for you to locate prospects and then qualify them. The important factor to consider is to select clients that are in a mix that you feel comfortable working with and then develop as much of that tree of business as you can, keeping in mind this might not work, but it might lead you to sales you aren’t expecting. As you sell one client, it can lead you into another client of the same type or a better group to sell.
—Stephen L. Capper, A-1 Awards