Although answers to these questions are not complicated, they can be a little overwhelming to uninitiated. So, let’s take it step-by-step and you’ll see, there really is nothing to it!

There are dozens of ways to find prospects, and there are companies all over place that would be more than willing to sell you as many prospects as you could ever want and/or need!

Prospecting is a "buyer beware" type of business so let me share with you some of things you need to know about buying prospecting leads so that your money is well invested and that you get results you are seeking.

Let's start by getting clear on what a "good" prospect really is. To begin with, I like to ask myself question, "Who is already doing business with my prospects?" To answer that question means that I have to be crystal-clear on who my ideal prospects are.

When I bring this up in my seminars, I'll always ask, "Who is your ideal prospect?" And very often I get people telling me that "EVERYBODY" is their ideal prospect! Now, I can’t speak for you, but what I do know is that there is not a single product or service in existence that EVERYBODY buys, has bought, or will buy! You may think that everybody “needs” your product or service, and while that might be partly true, remember, people only buy what they “want” not what they “need.”

What you do want to find out is what publications your ideal prospects read? For instance, if you sell Internet Web sites, you may want to go after people who have a business, or who may be planning to start a business. You'll find these people read certain magazines, newsletters, and that many of them frequent certain types of web sites.

You may also find many of these people have certain other things in common. They may earn more than $100,000/year, for example, or they may drive certain types of cars, they may own homes worth more than $250,000, etc. These items are known as “demographics.”

This is a big word that really only means that we have created a group of names based on some data such as average household income, average age, average home purchase price, etc. Demographics, in short, are simply another way to segment out your perfect prospects.

When it comes to buying prospects, you have some choices to make. Do you want to spend a lot of money per name and get a better quality lead and likely a much higher response rate, or do you prefer to spend less money, get more names and get a lower response rate?

Do you think everyone is your prospect?

Who is your targeted niche market?

· Small Business Owners · Doctors · Homeowners · Executives

Do you want to maximize your efforts, spend less money and time for bigger results? Do you want relationships, trust, respect, name recognition and referrals?

Would you like for your prospect to make decision to do business with you before they know they will?

What did I just say?

People make their buying decision in their mind before they actually take action.

They visualize themselves in free car offered by your company.

(They decide to work with you and your company because they visualize themselves in their dream car paid for by you company).

Their swimsuit cover up does not have to go to their knees because they are slimmer.

(She decided to loose weight befor going to Tahiti on vacation).

The grocery list is made before they reach store....

Let's look at exactly who you want to and can reach online.

Don't forget, Internet is world wide! Thinking cross-culturally, half of internet users are outside U.S. and easily read English language.

It's a BIG market out there on World Wide Web!

You don't have to attract millions you only need to attract a few thousands. Wouldn't you rather have 10,000 loyal customers than 1,000,000 single buyers? Robert Allen, Multiple Streams of Income.

Over one million people CAN use your product or service. Who is LIKELY to use your product or service? One of best ways to do this is to find a target or niche market.

First we'll start with product.

What product are YOU marketing? It is amazing to me that biggest problem with most marketers is they have never defined what they are selling!

Your business may have more than one product. You need to decide what product or products, or product category you like best. The products or results you get passionate about are usually your better choice.

Remember business ownership is a product with referral and affiliate programs.

Go to your company web site, catalog, whatever medium you have and select no more than three products or product categories that excite you.

You've selected your products or services. Take each product separately to find your niche market's motivation.

· Write down all of reasons people want, need or desire your product.

· Write down all fears they may have associated with buying it. ( won't work, poor value, breaks easily, tried others that didn't get results desired...)

· Write all fears they may have associated with not buying it. (I will still have knee pain, lack of energy, won't have money to send children to college, will have to work menial job after retirement, have to go back to work when children go back to school...I will look chubby in my swim suit)

Remember your prospect wants to satisfy a motivation. Your product is just a means to an end.

· Write down all features of your product and product category.

· Write down your offer and guarantee.

· Write down your service that will satisfy your customer's motivations.

Now, with this information you are ready to define your targeted niche market. You know what they are looking for.