Let the prospecting begin!

Apr 15, 2011 7:25 pm

Hey everyone,

I am relatively new in the business (about 6 months) and i have done decent so far in my opinion. Just under 2 Mill AUM and half of that is fee based and should be double that by the end of the summer. My source of leads is going to start drying up somewhere around mid-summer so I would like to begin cold calling and eventually make that my primary marketing initiative.  I have done extensive reading on this forum and have seen that leading with product is the way to go and to target business owners and corporate directories. I just got some information on corporate directories and my big question is....which type companies are the best to target? (I know obviously to target HNW with my muni pitch) By that I mean is a certain industry or profession that would be more productive. Any help would be awesome! Thanks.

Apr 25, 2011 11:51 pm

Where are you finding these corporate directories?  I would think companies with pending layoffs would present a decent opportunity.

Apr 27, 2011 2:29 pm

Hmmm not a bad idea...I will have to look and see if I can find some companies that are cutting back. The only vendor that I know of is elusive leads. If you happen to know of any other vendors with better results please let me know. Thanks

May 10, 2011 8:31 pm

The way to find the best prospects is to develope a list and test it.

1. go to biz ref section of local library

2. find corporate directories

3. Copy 1000 corp names from directories. Better yet, copy 500 names from four different directories. Total 2000 names

4. Call names from directories with your scripted cold call.

5. Which directory worked best? That is, provided the most reliable info?

6. Buy your own copy of that directory.

Yes, this is how i did it. I made a lot of copies and ended up buying a lot of directories. They all work. The wild card is you. Will you put in the time and effort to make it work, or just say this is bullshit I'd rather sell fries at Mickey D's than do this?