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Broadening Your Prospect Base

To expand your prospect base, occasionally test outside lists that aren't in your category, suggests list expert Stephen Lett.

It's a way to find new prospects and overcome the list fatigue that occurs when you go back to the well once too often.

To find out if a new sort of list will work, ask your list broker which other companies use the list on a regular basis. If you see names of rivals, suppliers or makers of complementary products, it could be a winner.

Source: "Seven Tips for Cost-Effective Prospecting," Catalog Age 4/18/05

Reprinted with permission from
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