Using Data to Define Your Prospect List
What kind of data can you use to help you define your prospects?
Many industry trade associations sponsor consumer opinion studies that their members can access. For example, the Water Quality Association produces a Consumer Opinion Study every two years. This gives their members credible survey data that pinpoints the top buying groups: New Homeowners, Families with Children, Homeowners with Credit, Homeowners with a focus on the environment.
Even though the research has shown that a high percentage of these groups are buyers of water treatment products, these prospects may not necessarily be keen on purchasing from you today. But they are still good prospects. By keeping them in your funnel and marketing to them more than once, you can increase the probability that they will purchase from you.
Or, you can model your own customers to see if you can clone them. Many prospect list providers will do this for you at no charge.
